Aucune connaissance prérequise.
Spécialisation Sales Operations/Management
Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.
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Spécialisation Sales Operations/ManagementUniversité de Virginie-OccidentaleÀ propos de ce Spécialisation
5,034 consultations récentes
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.
Projet d'apprentissage appliqué
The specialization project involves selecting 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. The purpose of the interview is to understand how one firm organizes and manages their sales function along the following parameters:
· Sales management
· Sales Organization
· Recruitment & Induction Process
· Territory allocation Process & Strategy
· Reporting structure and systems
· Compensation structure
· System of Evaluation
· Training & Development
· Students will apply the concepts learned in the specialization to guide and structure the interview as well as comparing and contrasting one firm’s practice with the “ideal” world as presented in the course.
Résultats de carrière des étudiants
50 %
ont commencé une nouvelle carrière après avoir terminé ce spécialisation.
Certificat partageable
Obtenez un Certificat lorsque vous terminez
Cours en ligne à 100 %
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Planning flexible
Définissez et respectez des dates limites flexibles.
Niveau débutant
Approx. 6 mois pour terminer
3 heures/semaine recommandées
Anglais
Sous-titres : Anglais, Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Espagnol
Résultats de carrière des étudiants
50 %
ont commencé une nouvelle carrière après avoir terminé ce spécialisation.
Certificat partageable
Obtenez un Certificat lorsque vous terminez
Cours en ligne à 100 %
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Planning flexible
Définissez et respectez des dates limites flexibles.
Niveau débutant
Aucune connaissance prérequise.
Approx. 6 mois pour terminer
3 heures/semaine recommandées
Anglais
Sous-titres : Anglais, Arabe, Français, Portugais (européen), Chinois (simplifié), Italien, Vietnamien, Coréen, Allemand, Russe, Turc, Espagnol
Cette Spécialisation compte 5 cours
Account Management & Sales Force Design
165 évaluations
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.
Sales Force Management
65 évaluations
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.
Compensation, Expenses and Quotas
26 évaluations
This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
30 évaluations
In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
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.
Foire Aux Questions
Puis-je obtenir des crédits universitaires si je réussis la Spécialisation ?
Can I just enroll in a single course?
Puis-je m'inscrire à un seul cours ?
Can I take the course for free?
Puis-je suivre le cours gratuitement ?
Ce cours est-il vraiment accessible en ligne à 100 % ? Dois-je assister à certaines activités en personne ?
Quelle est la durée nécessaire pour terminer la Spécialisation ?
Do I need to take the courses in a specific order?
Will I earn university credit for completing the Specialization?
Puis-je obtenir des crédits universitaires si je réussis la Spécialisation ?
D'autres questions ? Visitez le Centre d'Aide pour les Etudiants.
