The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.
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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Cours 2 sur 5 dans le
Approx. 19 heures pour terminer
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Sous-titres : Français, Portugais (européen), Vietnamien, Russe, Anglais, Espagnol
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 2 sur 5 dans le
Approx. 19 heures pour terminer
Anglais
Sous-titres : Français, Portugais (européen), Vietnamien, Russe, 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 de cours : ce que vous apprendrez dans ce cours
4 heures pour terminer
Sales Force Selection, Recruitment, Motivation, and Evaluation
This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.
4 heures pour terminer
9 vidéos (Total 61 min), 4 lectures, 3 quiz
3 heures pour terminer
Sales Force Recruitment
This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.
3 heures pour terminer
8 vidéos (Total 66 min), 3 lectures, 2 quiz
3 heures pour terminer
The Role of Training in Sales Force Development
In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.
3 heures pour terminer
11 vidéos (Total 39 min), 3 lectures, 3 quiz
4 heures pour terminer
Motivating the Sales Force
Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.
4 heures pour terminer
11 vidéos (Total 64 min), 4 lectures, 2 quiz
Avis
- 5 stars73,07 %
- 4 stars17,94 %
- 3 stars6,41 %
- 2 stars1,28 %
- 1 star1,28 %
Meilleurs avis pour SALES FORCE MANAGEMENT
par OO5 août 2019
In-depth and very practical delivery of the course. Thank you
par G18 avr. 2019
This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete
par LG24 août 2020
It is a great course to take to have career advancement in the field of sales and marketing. Thank you Professor who hosted this course in this platform. Memorable learning experience gained.
par AH17 oct. 2020
Highly profile course most recommended, learned so much.
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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