The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.
Ce cours fait partie de la Spécialisation Sales Operations/Management
Account Management & Sales Force Design
Offert par
Programme du cours : ce que vous apprendrez dans ce cours
Semaine
13 heures pour terminer
Introduction and Overview
This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.
8 vidéos (Total 68 min), 4 lectures, 2 quiz
8 vidéos
Instructor Introductions and Orientation to Sales Specialization9 min
History of Sales - Part 17 min
History of Sales - Part 24 min
History of Sales - Part 35 min
History of Sales - Part 44 min
History of Sales - Part 57 min
Q&A - Week 119 min
4 lectures
The Growing Power of Inside Sales10 min
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10 min
6 Common Types of Sales Jobs: Which Is The Right One For You?10 min
4 Areas of Essential Sales Skills10 min
1 exercice pour s'entraîner
Week 130 min
Semaine
24 heures pour terminer
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
5 vidéos (Total 59 min), 5 lectures, 2 quiz
5 vidéos
Strategic Plans6 min
Porter's 5-Forces Model6 min
Applying Porter's 5-Forces Model6 min
Q&A - Week 237 min
5 lectures
Building A Customer-Obsessed Culture20 min
Your Strategy Needs a Strategy15 min
The Elements of a Successful Sales Business Plan30 min
Five Steps to a Strategic Plan10 min
Strategic Plan Template: What To Include In Yours15 min
1 exercice pour s'entraîner
Week 230 min
Semaine
34 heures pour terminer
Brief Overview of Sales Management
In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.
11 vidéos (Total 78 min), 5 lectures, 3 quiz
11 vidéos
Evolution of Sales2 min
Sales Managers Jobs1 min
What Does a Sales Manager Do?3 min
Life of a Sales Manager4 min
Skills You Need6 min
Emerging Trends and Challenges2 min
Pharmaceutical Sales Overview14 min
Interview - Lee Hardesty from AstraZeneca23 min
Summary - Week 339s
Q&A - Week 317 min
5 lectures
Sales Management Definition, Process, Strategies and Resources30 min
The Four Phases In Sales Management Evolution15 min
10 Management Skills that Make the Best Sales Managers Stand Out10 min
A Day In The Life Of A Sales Manager10 min
Emerging Trends in Sales Management15 min
1 exercice pour s'entraîner
Week 330 min
Semaine
44 heures pour terminer
Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.
12 vidéos (Total 63 min), 4 lectures, 2 quiz
12 vidéos
Inside Vs. Outside Sales6 min
Buying Centers4 min
What is a Sale?41s
Marketing Vs. Sales1 min
Personal Sales34s
Personal Selling1 min
Personal Selling Process4 min
Sales Satisfaction-Dissatisfaction14 min
Interview - Scott Wilkie from PwC9 min
Summary - Week 42 min
Q&A - Week 414 min
4 lectures
Inside Vs. Outside Sales10 min
Major Sales: Who Really Does the Buying?30 min
The Challenge of Selling to a Buying Center10 min
Sales vs. Marketing - Marketing Always Changes10 min
1 exercice pour s'entraîner
Week 430 min
4.3
13 avisMeilleurs avis pour Account Management & Sales Force Design
It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.
This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.
Enseignants
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
À propos de Université de Virginie-Occidentale
Founded in 1867, West Virginia University is moving toward a global destiny. World-class faculty are exploring everything from pulsars to nanoscale technology. Rated as the #2 public university at which to do research and a top-20 best place to work in academia, WVU is collaborating with international academic and research partners.
À propos du Spécialisation Sales Operations/Management
Sales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force. This course provides the knowledge and know how required for careers in sales management. Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting. Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge. The learning outcomes are:
· Develop a plan for organizing, staffing and training a sales force.
· Identify the key factors in establishing and maintaining high morale in the sales force.
· Develop an effective sales compensation plan.
· Evaluate the performance of a sales person.
· Organize sales territories to maximize selling effectiveness.
· Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.
Foire Aux Questions
Quand aurai-je accès aux vidéos de cours et aux devoirs ?
Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.
À quoi ai-je droit si je m'abonne à cette Spécialisation ?
Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.
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Une aide financière est-elle possible ?
D'autres questions ? Visitez le Centre d'Aide pour les Etudiants.
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