COURSE NUMBER: MBA267.11

COURSE TITLE: Sales Management

UNITS OF CREDIT: 1 unit

INSTRUCTORS: Bill Pearce

E-MAIL ADDRESS: william_pearce@haas.berkeley.edu

CLASS WEB PAGE LOCATION: http://bspace.berkeley.edu

MEETING DAY(S)/TIME: Sunday, February 23 and March 9, 9:00AM-5:00PM

Please note the unusual format of this course, which meets all day on two Sundays (2/23 & 3/9).  You must attend both sessions in their entirety in order to earn a passing grade.

PREREQUISITE(S): MBA206

CLASS FORMAT: Mix of case discussions, lectures, and group/individual projects.

REQUIRED READINGS: Cases and course reader

BASIS FOR FINAL GRADE:

The final grade will be based on:

•        3 or 4-person Team Brand Project 40%

•        Two case assignments:  30%

•        Class participation:  20%

•        Class exercises:  10%

ABSTRACT OF COURSE'S CONTENT AND OBJECTIVES

Introduction

A terrible thing happens when no one is selling---nothing.  

We take the Sales persons perspective on business growth, strategy and people development.  This course will teach you how to apply your MBA to maximum advantage when working as part of Sales or cross-functionally with Sales

To address these dynamics the course will be an immersion in the roles and responsibilities of a manager that has to work as a Salesperson or with a Sales Team.  You will learn to identify, diagnose and enact solutions to business growth problems.  

At the end of the course, you will be able to confidently:

• Work effectively cross functionally with Sales/Biz Dev

• Gather all necessary intelligence before formulating sales strategy

• Find and influence the economic buyer

• Understand the informal power-base and politics

• Identify and manage risk

• Anticipate competitor moves

 The seminar's goal is to provide visibility into how to work effectively with Sales and identify and prioritize sales opportunities.   This involves first identifying all key players in the customer’s organization, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Attendees will be equipped to evaluate competitive position, address the business and personal motives of each decision maker in the client organization, and differentiate their company by leveraging its unique strengths.

The Course objective is to immerse students in the key marketplace drivers of B2B and B2C companies and how to generate organic growth. Emphasis will be placed on practical sales skills and understanding the role Sales plays in the organization.

BIOGRAPHICAL SKETCH: Bill Pearce has been on the Marketing Faculty for three years and was previously Chief Marketing Officer for Del Monte Foods and Taco Bell. Before B-school at Cornell Bill was in National Account Sales for Coca Cola USA.