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
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Spécialisation Sales Operations/ManagementUniversité de Virginie-OccidentaleÀ propos de ce cours
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Approx. 15 heures pour terminer
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Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
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Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 1 sur 5 dans le
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Approx. 15 heures pour terminer
Anglais
Sous-titres : Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Anglais, Espagnol
Offert par
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.
Programme du cours : ce que vous apprendrez dans ce cours
3 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.
3 heures pour terminer
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
4 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.
4 heures pour terminer
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
4 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.
4 heures pour terminer
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
4 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.
4 heures pour terminer
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
Buying Center in Industrial Marketing10 min
Sales vs. Marketing - Marketing Always Changes10 min
1 exercice pour s'entraîner
Week 430 min
Avis
Meilleurs avis pour ACCOUNT MANAGEMENT & SALES FORCE DESIGN
par GY10 juin 2020
The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done
par DE28 nov. 2019
Good insights for beginners. Nonetheless, I'm waiting for other people to provide their work in order I can review them since 4 days. It's a lot of useless daily actualization.
par DF29 juin 2020
The voice of the host of the course is a bit monotonous but the content is good so it kept my attention focus throughout the whole course. Recommended course
par HN25 nov. 2020
A very informative course and really helpful for any Sales professional who is moving up the ladder or planning to take on the challenge in management role
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:
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