No se requiere experiencia previa.
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ofrecido por
Acerca de este Programa Especializado
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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.
Proyecto de aprendizaje aplicado
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.
Cursos 100 % en línea
Comienza de inmediato y aprende a tu propio ritmo.
Cronograma flexible
Establece y mantén fechas de entrega flexibles.
Nivel principiante
No se requiere experiencia previa.
Aprox. 6 meses para completar
Sugerido 4 horas/semana
Inglés (English)
Subtítulos: Inglés (English), Vietnamita
Cómo funciona el programa especializado
Toma cursos
Un programa especializado de Coursera es un conjunto de cursos que te ayudan a dominar una aptitud. Para comenzar, inscríbete en el programa especializado directamente o échale un vistazo a sus cursos y elige uno con el que te gustaría comenzar. Al suscribirte a un curso que forme parte de un programa especializado, quedarás suscrito de manera automática al programa especializado completo. Puedes completar solo un curso: puedes pausar tu aprendizaje o cancelar tu suscripción en cualquier momento. Visita el panel principal del estudiante para realizar un seguimiento de tus inscripciones a cursos y tu progreso.
Proyecto práctico
Cada programa especializado incluye un proyecto práctico. Necesitarás completar correctamente el proyecto para completar el programa especializado y obtener tu certificado. Si el programa especializado incluye un curso separado para el proyecto práctico, necesitarás completar cada uno de los otros cursos antes de poder comenzarlo.
Obtén un certificado
Cuando completes todos los cursos y el proyecto práctico, obtendrás un Certificado que puedes compartir con posibles empleadores y tu red profesional.
Hay 5 cursos en este Programa Especializado
Account Management & Sales Force Design
39 calificaciones
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
14 calificaciones
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
7 calificaciones
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
6 calificaciones
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.
ofrecido por
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.
Preguntas Frecuentes
¿Cuál es la política de reembolsos?
¿Puedo inscribirme en un solo curso?
¡Sí! Para empezar, haz clic en la tarjeta del curso que te interesa e inscríbete. Puedes inscribirte y completar el curso para obtener un certificado que puedes compartir o puedes acceder al curso como oyente para ver los materiales del curso de manera gratuita. Cuando cancelas la suscripción de un curso que forma parte de un programa especializado, se cancela automáticamente la suscripción de todo el programa especializado. Visita el panel del estudiante para realizar un seguimiento de tu progreso.
¿Hay ayuda económica disponible?
¿Puedo tomar este curso de manera gratuita?
¿Este curso es 100 % en línea? ¿Necesito asistir a alguna clase en persona?
Este curso es completamente en línea, de modo que no necesitas ir a un aula en persona. Puedes acceder a tus lecciones, lecturas y tareas en cualquier momento y cualquier lugar a través de Internet o tu dispositivo móvil.
¿Cuánto tiempo se necesita para completar un programa especializado?
This specialization contains one course of five weeks, three courses of four weeks, and a final capstone project for a total of 18-19 weeks.
What background knowledge is necessary?
This specialization assumes some familiarity with retail settings, but no specific knowledge is required.
Do I need to take the courses in a specific order?
It is strongly recommended that students complete all five courses in sequential order.
¿Recibiré crédito universitario por completar el programa especializado?
No university credit is available for this specialization.
What will I be able to do upon completing the Specialization?
Upon completing this Specialization, you will be able to:
· 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.
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