Acerca de este Curso
9,444

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Aprox. 18 horas para completar

Sugerido: 4 hours/week...

Inglés (English)

Subtítulos: Inglés (English), Vietnamita

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.

Aprox. 18 horas para completar

Sugerido: 4 hours/week...

Inglés (English)

Subtítulos: Inglés (English), Vietnamita

Programa - Qué aprenderás en este curso

Semana
1
3 horas para completar

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 (Total 68 minutos), 4 readings, 2 quizzes
8 videos
Instructor Introductions and Orientation to Sales Specialization9m
History of Sales - Part 17m
History of Sales - Part 24m
History of Sales - Part 35m
History of Sales - Part 44m
History of Sales - Part 57m
Q&A - Week 119m
4 lecturas
The Growing Power of Inside Sales10m
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10m
6 Common Types of Sales Jobs: Which Is The Right One For You?10m
4 Areas of Essential Sales Skills10m
1 ejercicio de práctica
Week 130m
Semana
2
4 horas para completar

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 (Total 59 minutos), 5 readings, 2 quizzes
5 videos
Strategic Plans6m
Porter's 5-Forces Model6m
Applying Porter's 5-Forces Model6m
Q&A - Week 237m
5 lecturas
Building A Customer-Obsessed Culture20m
Your Strategy Needs a Strategy15m
The Elements of a Successful Sales Business Plan30m
Five Steps to a Strategic Plan10m
Strategic Plan Template: What To Include In Yours15m
1 ejercicio de práctica
Week 230m
Semana
3
4 horas para completar

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 (Total 78 minutos), 5 readings, 3 quizzes
11 videos
Evolution of Sales2m
Sales Managers Jobs1m
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Pharmaceutical Sales Overview14m
Interview - Lee Hardesty from AstraZeneca23m
Summary - Week 339s
Q&A - Week 317m
5 lecturas
Sales Management Definition, Process, Strategies and Resources30m
The Four Phases In Sales Management Evolution15m
10 Management Skills that Make the Best Sales Managers Stand Out10m
A Day In The Life Of A Sales Manager10m
Emerging Trends in Sales Management15m
1 ejercicio de práctica
Week 330m
Semana
4
4 horas para completar

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 (Total 63 minutos), 4 readings, 2 quizzes
12 videos
Inside Vs. Outside Sales6m
Buying Centers4m
What is a Sale?41s
Marketing Vs. Sales1m
Personal Sales34s
Personal Selling1m
Personal Selling Process4m
Sales Satisfaction-Dissatisfaction14m
Interview - Scott Wilkie from PwC9m
Summary - Week 42m
Q&A - Week 414m
4 lecturas
Inside Vs. Outside Sales10m
Major Sales: Who Really Does the Buying?30m
The Challenge of Selling to a Buying Center10m
Sales vs. Marketing - Marketing Always Changes10m
1 ejercicio de práctica
Week 430m
4.2
7 revisionesChevron Right

Principales revisiones

por GMar 19th 2019

This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.

por MJan 30th 2019

It was great to join this course, great content and great teachers.\n\nThank you #Coursera & #WVU ✨

Instructores

Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics

Acerca de 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....

Acerca del programa especializado 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....
Sales Operations/Management

Preguntas Frecuentes

  • Una vez que te inscribes para obtener un Certificado, tendrás acceso a todos los videos, cuestionarios y tareas de programación (si corresponde). Las tareas calificadas por compañeros solo pueden enviarse y revisarse una vez que haya comenzado tu sesión. Si eliges explorar el curso sin comprarlo, es posible que no puedas acceder a determinadas tareas.

  • Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.

¿Tienes más preguntas? Visita el Centro de Ayuda al Alumno.