課程信息
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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

學習Course的學生是

  • Account Managers
  • Sales Associates
  • Business Developers
  • Operations Analysts
  • Marketing Specialists

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

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

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

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

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
4.4
9 個審閱Chevron Right

來自Account Management & Sales Force Design的熱門評論

創建者 RBSep 2nd 2019

It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.

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.

講師

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Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
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Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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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

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