課程信息
4.2
17 個評分
7 個審閱

第 1 門課程(共 5 門)

100% 在線

立即開始,按照自己的計劃學習。

可靈活調整截止日期

根據您的日程表重置截止日期。

完成時間大約為18 小時

建議:4 hours/week...

英語(English)

字幕:英語(English), 越南語

第 1 門課程(共 5 門)

100% 在線

立即開始,按照自己的計劃學習。

可靈活調整截止日期

根據您的日程表重置截止日期。

完成時間大約為18 小時

建議:4 hours/week...

英語(English)

字幕:英語(English), 越南語

教學大綱 - 您將從這門課程中學到什麼

1
完成時間為 3 小時

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 個視頻 (總計 68 分鐘), 4 個閱讀材料, 2 個測驗
8 個視頻
Instructor Introductions and Orientation to Sales Specialization9分鐘
History of Sales - Part 17分鐘
History of Sales - Part 24分鐘
History of Sales - Part 35分鐘
History of Sales - Part 44分鐘
History of Sales - Part 57分鐘
Q&A - Week 119分鐘
4 個閱讀材料
The Growing Power of Inside Sales10分鐘
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10分鐘
6 Common Types of Sales Jobs: Which Is The Right One For You?10分鐘
4 Areas of Essential Sales Skills10分鐘
1 個練習
Week 130分鐘
2
完成時間為 4 小時

Strategic Planning and Sales Management

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning....
5 個視頻 (總計 59 分鐘), 5 個閱讀材料, 2 個測驗
5 個視頻
Strategic Plans6分鐘
Porter's 5-Forces Model6分鐘
Applying Porter's 5-Forces Model6分鐘
Q&A - Week 237分鐘
5 個閱讀材料
Building A Customer-Obsessed Culture20分鐘
Your Strategy Needs a Strategy15分鐘
The Elements of a Successful Sales Business Plan30分鐘
Five Steps to a Strategic Plan10分鐘
Strategic Plan Template: What To Include In Yours15分鐘
1 個練習
Week 230分鐘
3
完成時間為 4 小時

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 個視頻 (總計 78 分鐘), 5 個閱讀材料, 3 個測驗
11 個視頻
Evolution of Sales2分鐘
Sales Managers Jobs1分鐘
What Does a Sales Manager Do?3分鐘
Life of a Sales Manager4分鐘
Skills You Need6分鐘
Emerging Trends and Challenges2分鐘
Pharmaceutical Sales Overview14分鐘
Interview - Lee Hardesty from AstraZeneca23分鐘
Summary - Week 339
Q&A - Week 317分鐘
5 個閱讀材料
Sales Management Definition, Process, Strategies and Resources30分鐘
The Four Phases In Sales Management Evolution15分鐘
10 Management Skills that Make the Best Sales Managers Stand Out10分鐘
A Day In The Life Of A Sales Manager10分鐘
Emerging Trends in Sales Management15分鐘
1 個練習
Week 330分鐘
4
完成時間為 4 小時

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 個視頻 (總計 63 分鐘), 4 個閱讀材料, 2 個測驗
12 個視頻
Inside Vs. Outside Sales6分鐘
Buying Centers4分鐘
What is a Sale?41
Marketing Vs. Sales1分鐘
Personal Sales34
Personal Selling1分鐘
Personal Selling Process4分鐘
Sales Satisfaction-Dissatisfaction14分鐘
Interview - Scott Wilkie from PwC9分鐘
Summary - Week 42分鐘
Q&A - Week 414分鐘
4 個閱讀材料
Inside Vs. Outside Sales10分鐘
Major Sales: Who Really Does the Buying?30分鐘
The Challenge of Selling to a Buying Center10分鐘
Sales vs. Marketing - Marketing Always Changes10分鐘
1 個練習
Week 430分鐘
4.2
7 個審閱Chevron Right

熱門審閱

創建者 GMar 19th 2019

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

創建者 MJan 30th 2019

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

講師

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

關於 西弗吉尼亚大学

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....

關於 Sales Operations/Management 專項課程

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

常見問題

  • 注册以便获得证书后,您将有权访问所有视频、测验和编程作业(如果适用)。只有在您的班次开课之后,才可以提交和审阅同学互评作业。如果您选择在不购买的情况下浏览课程,可能无法访问某些作业。

  • 您注册课程后,将有权访问专项课程中的所有课程,并且会在完成课程后获得证书。您的电子课程证书将添加到您的成就页中,您可以通过该页打印您的课程证书或将其添加到您的领英档案中。如果您只想阅读和查看课程内容,可以免费旁听课程。

還有其他問題嗎?請訪問 學生幫助中心