On-Line Version Volume I 2001
The Link between the MBA and the Salesperson
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by Todd Bendis, Marketing Club VP of Events 2000-2001 On February 21, Bill Drummey, a former executive vice president of sales for IBM, provided GSIA students with an introduction to sales. This Marketing Club event, Sales 45-101: The Link between the MBA and the Salesperson, was attended by greater than sixty MBA students. |
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The idea for a sales seminar originated from comments made by several students who had interned as strategic marketing consultants at Innovation Works. While the GSIA curriculum had adequately supplied them with the tools for preparing an effective marketing plan, the students realized they knew little about the sales function. The Marketing Club planned this event to bridge this knowledge gap and to help students understand the link between the sales and the positions normally sought by MBA graduates (i.e., marketing, finance, operations, etc.).
In the three-hour session, Mr. Drummey discussed a variety of topics. He explored the most commonly used sales channels and discussed the difference between marketing and sales. In addition, he discussed how a sales force is organized and introduced insight into the incentive structure for a sales team.
Sales
45-101: The Link between the MBA and the Salesperson
was generously sponsored by 
.
