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
Sales Force Management
proposé par
Programme du cours : ce que vous apprendrez dans ce cours
Semaine
1Sales 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.
9 vidéos (Total 61 min), 4 lectures, 3 quiz
9 vidéos
Overview of Recruitment Process4 min
Job Analysis3 min
Duties of a Salesperson3 min
Job Qualifications4 min
Recruitment Funnel and Recruitment Sources8 min
Interview - Mike Cunningham from Fastenal28 min
Interview - Mike Cunningham - Fastenal Vending Machine1 min
Summary - Week 12 min
4 lectures
Sales Recruiters: How to Hire Top Sales People10 min
Top Ways to Make Your Company More Marketable to Job Seekers in 201810 min
Ten Shameful Recruiting Practices That Drive Candidates Away10 min
Fastenal Overview Video6 min
1 exercice pour s'entraîner
Week 130 min
Semaine
2Sales 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.
8 vidéos (Total 66 min), 3 lectures, 2 quiz
8 vidéos
Interviewing3 min
Interview - Kim Moyers from First United Bank & Trust29 min
Interview - Kim Moyers - Personal Job Experiences6 min
Employment Tests3 min
Final Selection5 min
Q&A - Scott Throckmorton from Fastenal13 min
Summary - Week 21 min
3 lectures
The Complete Guide to The Most Effective Sales Interview Questions30 min
10 of the Best Recruiting Assessment Tools20 min
References: Their Importance in the Recruitment Process20 min
1 exercice pour s'entraîner
Week 230 min
Semaine
3The 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.
11 vidéos (Total 39 min), 3 lectures, 3 quiz
11 vidéos
Keys to Sales Training1 min
Sales Training Development Process - Part 12 min
Sales Training Development Process - Part 22 min
Sales Training Content1 min
Importance of Sales Training1 min
Training Methods4 min
Emerging Training Methods1 min
Interview - Jerry R. Simpson from Borden Office Equipment15 min
Q&A - Jerry R. Simpson3 min
Summary - Week 32 min
3 lectures
The Business Case for Sales Training20 min
Scheduling Sales Force Training: Theory and Evidence30 min
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10 min
1 exercice pour s'entraîner
Week 330 min
Semaine
4Motivating 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.
11 vidéos (Total 64 min), 4 lectures, 2 quiz
11 vidéos
Overview of Motivation1 min
ERG Theory4 min
Reward and Incentive Programs2 min
Closing Thoughts3 min
Theories of Motivation2 min
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112 min
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27 min
Q&A - Jerry R. Simpson - Motivating the Sales Force1 min
Interview - Dan Adams from Advanced Heating & Cooling - Part 125 min
Summary - Week 41 min
4 lectures
One More Time: How do you Motivate Employees?20 min
The Science of Motivating Sales People - The Carrot and Stick Must Go40 min
9 Super Effective Ways to Motivate Your Team10 min
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20 min
1 exercice pour s'entraîner
Week 430 min
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 de la 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
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À quoi ai-je droit si je m'abonne à cette Spécialisation ?
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