In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.
Ce cours fait partie de la Spécialisation Sales Operations/Management
Sales Operations: Final Project
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Programme du cours : ce que vous apprendrez dans ce cours
Semaine
14 heures pour terminer
Overall Sales Function & Reporting Structure
6 vidéos (Total 36 min), 5 lectures, 1 quiz
6 vidéos
Sales Manager's 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
Q&A Week 317 min
5 lectures
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10 min
The Elements of a Successful Sales Business Plan15 min
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
Semaine
25 heures pour terminer
Recruitment and Training
15 vidéos (Total 52 min), 8 lectures, 1 quiz
15 vidéos
Job Analysis3 min
Duties of a Salesperson3 min
Job Qualifications4 min
Recruitment Funnel and Recruitment Sources8 min
Interviewing3 min
Employment Tests3 min
Final Selection5 min
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
8 lectures
Sales Recruiters: How to Hire Top Sales People10 min
Ten Shameful Recruiting Practices That Drive Candidates Away10 min
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
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
Semaine
33 heures pour terminer
Territories and Compensation
9 vidéos (Total 60 min), 3 lectures, 1 quiz
9 vidéos
Factors in Territory Management1 min
Q&A on Territories8 min
Goals of a Sales Compensation Plan1 min
Indirect Monetary Compensation31s
Q&A on Compensation19 min
Sales Force Expenses2 min
Goals of Sales Expense Plan1 min
Q&A on Sales Expenses23 min
3 lectures
One Size Fits All? Not In Sales Territory Planning10 min
Get Off My Turf: Assigning Sales Territories10 min
Motivating Salespeople: What Really Works10 min
Semaine
43 heures pour terminer
Evaluation
6 vidéos (Total 29 min), 3 lectures, 1 quiz
6 vidéos
Sales Evaluation1 min
Elements of Sales Performance Evaluation54s
Sales Expense Analysis1 min
Q&A on Sales Performance Evaluation19 min
Challenges in Sales Evaluations1 min
Contemporary Approach to Sales Force Evaluations3 min
3 lectures
How to Measure Sales Performance10 min
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 min
The New Science of Sales Force Productivity10 min
Enseignants
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of 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
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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