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.
Este curso forma parte de Programa Especializado - Sales Operations/Management
Sales Operations: Final Project
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Programa - QuƩ aprenderƔs en este curso
Semana
14 horas para completar
Overall Sales Function & Reporting Structure
6 videos (Total 36 minutos), 5 readings, 1 quiz
6 videos
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Q&A Week 317m
5 lecturas
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10m
The Elements of a Successful Sales Business Plan15m
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
Semana
25 horas para completar
Recruitment and Training
15 videos (Total 52 minutos), 8 readings, 1 quiz
15 videos
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Interviewing3m
Employment Tests3m
Final Selection5m
Keys to Sales Training1m
Sales Training Development Process - Part 12m
Sales Training Development Process - Part 22m
Sales Training Content1m
Importance of Sales Training1m
Training Methods4m
Emerging Training Methods1m
8 lecturas
Sales Recruiters: How to Hire Top Sales People10m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
The Business Case for Sales Training20m
Scheduling Sales Force Training: Theory and Evidence30m
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10m
Semana
33 horas para completar
Territories and Compensation
9 videos (Total 60 minutos), 3 readings, 1 quiz
9 videos
Factors in Territory Management1m
Q&A on Territories8m
Goals of a Sales Compensation Plan1m
Indirect Monetary Compensation31s
Q&A on Compensation19m
Sales Force Expenses2m
Goals of Sales Expense Plan1m
Q&A on Sales Expenses23m
3 lecturas
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories10m
Motivating Salespeople: What Really Works10m
Semana
43 horas para completar
Evaluation
6 videos (Total 29 minutos), 3 readings, 1 quiz
6 videos
Elements of Sales Performance Evaluation54s
Sales Expense Analysis1m
Q&A on Sales Performance Evaluation19m
Challenges in Sales Evaluations1m
Contemporary Approach to Sales Force Evaluations3m
3 lecturas
How to Measure Sales Performance10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
The New Science of Sales Force Productivity10m
Instructores
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
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:
Ā· Develop a plan for organizing, staffing and training a sales force.
Ā· Identify the key factors in establishing and maintaining high morale in the sales force.
Ā· Develop an effective sales compensation plan.
Ā· Evaluate the performance of a sales person.
Ā· Organize sales territories to maximize selling effectiveness.
Ā· Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.
Preguntas Frecuentes
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