MBA 7606: Selling and Sales Management
2 credits
**Blended Miami students only**
Nothing happens until someone sells something. It is the ultimate validation of every value proposition and the guarantee of every stakeholder’s interest. Modern go-to-market (GTM) leadership is essential for business growth and sales is at its core. Sales, the life blood of every organization, doesn’t just happen. It needs to be enabled through thoughtful planning, implementation, and management. We address how organizations go from zero to one to scaled revenue. This course focuses on customer development, not product development. Specifically, we learn about the creation and management of a loyal customer base and partners/channels who facilitate access. We deepen our knowledge of the culture, strategy, people, technology, and processes that facilitate the sustainable generation of sales revenues. We do this through readings, cases, discussions, projects, and simulations. No sales, no venture.