Does%20a%20Sales%20Pro%20Need%20an%20MBA?

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  oakye10/18/07 Report as spam
  1

  Life lessons

  Agreed that sales knowledge is sorely lacking in the top MBA programs around the country, though the best way to learn is by carrying a bag... Maybe some course that is heavily project-focused (with a publicly displayed leaderboard) is key. They would eat up the Customer-Centric or Solution Selling frameworks. At the same time, the course / project would have to mimic the same intensity/pressure of not making that key sale that you need to make your quota (and be the hero, not get fired, make that down payment, make it to the President's Club, etc.).
  
  Some MBAs may feel that they don't need to know sales, but they are missing out on learning hugely applicable frameworks that they could apply to several parts of their more traditional MBA lives, like pitching for funding, getting the emotional intelligence to understand the real influencers & decision makers in play, getting buy-in from multiple constituents, closing, etc etc.

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  Geoffrey James, Sales Machine10/19/07 Report as spam
  2

  MBA in Sales

  Good suggestions. It does seem awfully strange, though, that MBA training doesn't require at least some courses in sales. After all, some elements of sales are quantitative (like measuring sales process), some are technological (SFA, CRM, proper usage of same), and some are psychological (relationship-building, etc.). You'd think that programs that are willing to deal with such ephemeral concepts as "leadership" and "entrepreneurism" could bother to spend some time on the single most important activity that takes place inside every organization. The omission is so huge that it's bizarre.

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  wlopez62@...11/01/07 Report as spam
  3

  RE: Does a Sales Pro Need an MBA?

  Yes an MBA helps , just like having an IQ helps
  Look we mystified sales to end ,but since the first days of trading .
  things have not changed much
  Companies buy because they have a need and you present and value/fulfillment of that need
  Wow this requires SIGMA / solution selling and all that other stuff
  that in the long run is just about common sense and hard work

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  gjlucas08/18/09 Report as spam
  4

  EMBA with Sales and Sales Leadership Track

  After a career selling B2B and an MBA that paid no attnetion to sales, I have accreditation for an online EMBA with a Sales track.
  
  It can be customized for B2B companies: more career proifts from sales leaders and faster and more profitable changes to solution selling or different products.
  
  I'll be the leader and professor: I've sold outsourcing when the idea was new, telecom services, computers and management consulting and have a PhD in management.
  
  I'm the type who likes to change things. Right now, I'm looking for B2B sales executives who want a custom EMBA concentrating on Sales, or distribution partners wh want an EMBA for their clients.