Acerca de este curso: 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.
Creada por: Universidad de Virginia Occidental
Enseñado por: Michael F. Walsh, Ph.D., Department Chair & Associate Professor of Marketing
College of Business and EconomicsEnseñado por: Suzanne C. Bal, Teaching Assistant Professor, Marketing
College of Business and EconomicsEnseñado por: Emily C. Tanner, Ph.D., Assistant Professor, Marketing
College of Business and Economics
| Información básica | Curso 1 de 5 en Sales Operations/Management Specialization |
| Idioma | Inglés (English) |
| Cómo aprobar | Aprueba todas las tareas calificadas para completar el curso. |
Programa
SEMANA 1
Introduction and Overview
This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.
8 videos, 4 lecturas
- Vídeo: Instructor Introductions and Orientation to Sales Specialization
- Reading: The Growing Power of Inside Sales
- Vídeo: History of Sales - Part 1
- Vídeo: History of Sales - Part 2
- Vídeo: History of Sales - Part 3
- Vídeo: History of Sales - Part 4
- Vídeo: History of Sales - Part 5
- Reading: A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now
- Reading: 6 Common Types of Sales Jobs: Which Is The Right One For You?
- Reading: 4 Areas of Essential Sales Skills
- Vídeo: Q&A - Week 1
Calificado: Salesperson Statements
Calificado: Week 1
SEMANA 2
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
5 videos, 5 lecturas
- Reading: Building A Customer-Obsessed Culture
- Reading: Your Strategy Needs a Strategy
- Reading: The Elements of a Successful Sales Business Plan
- Reading: Five Steps to a Strategic Plan
- Reading: Strategic Plan Template: What To Include In Yours
- Vídeo: Strategic Plans
- Vídeo: Porter's 5-Forces Model
- Vídeo: Applying Porter's 5-Forces Model
- Vídeo: Q&A - Week 2
Calificado: Personal Mission and Vision
Calificado: Week 2
SEMANA 3
Brief Overview of Sales Management
In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.
11 videos, 5 lecturas
- Reading: Sales Management Definition, Process, Strategies and Resources
- Reading: The Four Phases In Sales Management Evolution
- Reading: 10 Management Skills that Make the Best Sales Managers Stand Out
- Reading: A Day In The Life Of A Sales Manager
- Reading: Emerging Trends in Sales Management
- Vídeo: Evolution of Sales
- Vídeo: Sales Managers Jobs
- Vídeo: What Does a Sales Manager Do?
- Vídeo: Life of a Sales Manager
- Vídeo: Skills You Need
- Vídeo: Emerging Trends and Challenges
- Vídeo: Pharmaceutical Sales Overview
- Vídeo: Interview - Lee Hardesty from AstraZeneca
- Vídeo: Summary - Week 3
- Vídeo: Q&A - Week 3
Calificado: Promotion Criteria
Calificado: Services for Sales Managers
Calificado: Week 3
SEMANA 4
Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.
12 videos, 4 lecturas
- Reading: Inside Vs. Outside Sales
- Vídeo: Inside Vs. Outside Sales
- Vídeo: Buying Centers
- Reading: Major Sales: Who Really Does the Buying?
- Reading: The Challenge of Selling to a Buying Center
- Vídeo: What is a Sale?
- Vídeo: Marketing Vs. Sales
- Vídeo: Personal Sales
- Vídeo: Personal Selling
- Vídeo: Personal Selling Process
- Reading: Sales vs. Marketing - Marketing Always Changes
- Vídeo: Sales Satisfaction-Dissatisfaction
- Vídeo: Interview - Scott Wilkie from PwC
- Vídeo: Summary - Week 4
- Vídeo: Q&A - Week 4
Calificado: Buying Center Concept
Calificado: Week 4
Preguntas Frecuentes
Cómo funciona
課程作業
每門課程都像是一本互動的教科書，具有預先錄製的視頻、測驗和項目。
來自同學的幫助
與其他成千上萬的學生相聯繫，對想法進行辯論，討論課程材料，並尋求幫助來掌握概念。
證書
獲得正式認證的作業，並與朋友、同事和雇主分享您的成功。
Creadores
Universidad de Virginia Occidental
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.
Tarifa
| Comprar curso | |
|---|---|
| Accede a los materiales del curso | Disponible |
| Accede a los materiales con calificación | Disponible |
| Recibe una calificación final | Disponible |
| Obtén un Certificado de curso para compartir | Disponible |
Coursera brinda acceso universal a la mejor educación del mundo, al asociarse con las mejores universidades y organizaciones, para ofrecer cursos en línea.
© 2018 Coursera Inc. Todos los derechos reservados.
