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.
Introduction - Week 5
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14 juin 2020
Extremely interesting , case studies make you think , lots of knowledge in this session but again Peer Reviews remain slow affecting your certification
7 oct. 2020
Deeply appreciate WVU efforts making such an elite level of education available online.
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Sales Force Evaluation
In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.
Enseigné par
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing
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