課程信息
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第 2 門課程(共 5 門)

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英語(English)

字幕:英語(English), 越南語

第 2 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。

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 4 小時

Sales Force Selection, Recruitment, Motivation, and Evaluation

This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.

...
9 個視頻 (總計 61 分鐘), 4 個閱讀材料, 3 個測驗
9 個視頻
Overview of Recruitment Process4分鐘
Job Analysis3分鐘
Duties of a Salesperson3分鐘
Job Qualifications4分鐘
Recruitment Funnel and Recruitment Sources8分鐘
Interview - Mike Cunningham from Fastenal28分鐘
Interview - Mike Cunningham - Fastenal Vending Machine1分鐘
Summary - Week 12分鐘
4 個閱讀材料
Sales Recruiters: How to Hire Top Sales People10分鐘
Top Ways to Make Your Company More Marketable to Job Seekers in 201810分鐘
Ten Shameful Recruiting Practices That Drive Candidates Away10分鐘
Fastenal Overview Video6分鐘
1 個練習
Week 130分鐘
2
完成時間為 3 小時

Sales Force Recruitment

This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.

...
8 個視頻 (總計 66 分鐘), 3 個閱讀材料, 2 個測驗
8 個視頻
Interviewing3分鐘
Interview - Kim Moyers from First United Bank & Trust29分鐘
Interview - Kim Moyers - Personal Job Experiences6分鐘
Employment Tests3分鐘
Final Selection5分鐘
Q&A - Scott Throckmorton from Fastenal13分鐘
Summary - Week 21分鐘
3 個閱讀材料
The Complete Guide to The Most Effective Sales Interview Questions30分鐘
10 of the Best Recruiting Assessment Tools20分鐘
References: Their Importance in the Recruitment Process20分鐘
1 個練習
Week 230分鐘
3
完成時間為 3 小時

The Role of Training in Sales Force Development

In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.

...
11 個視頻 (總計 39 分鐘), 3 個閱讀材料, 3 個測驗
11 個視頻
Keys to Sales Training1分鐘
Sales Training Development Process - Part 12分鐘
Sales Training Development Process - Part 22分鐘
Sales Training Content1分鐘
Importance of Sales Training1分鐘
Training Methods4分鐘
Emerging Training Methods1分鐘
Interview - Jerry R. Simpson from Borden Office Equipment15分鐘
Q&A - Jerry R. Simpson3分鐘
Summary - Week 32分鐘
3 個閱讀材料
The Business Case for Sales Training20分鐘
Scheduling Sales Force Training: Theory and Evidence30分鐘
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10分鐘
1 個練習
Week 330分鐘
4
完成時間為 4 小時

Motivating the Sales Force

Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.

...
11 個視頻 (總計 64 分鐘), 4 個閱讀材料, 2 個測驗
11 個視頻
Overview of Motivation1分鐘
ERG Theory4分鐘
Reward and Incentive Programs2分鐘
Closing Thoughts3分鐘
Theories of Motivation2分鐘
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112分鐘
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27分鐘
Q&A - Jerry R. Simpson - Motivating the Sales Force1分鐘
Interview - Dan Adams from Advanced Heating & Cooling - Part 125分鐘
Summary - Week 41分鐘
4 個閱讀材料
One More Time: How do you Motivate Employees?20分鐘
The Science of Motivating Sales People - The Carrot and Stick Must Go40分鐘
9 Super Effective Ways to Motivate Your Team10分鐘
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20分鐘
1 個練習
Week 430分鐘
4.6
2 個審閱Chevron Right

來自Sales Force Management的熱門評論

創建者 GApr 19th 2019

This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete

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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