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.
提供方
教學大綱 - 您將從這門課程中學到什麼
週
1完成時間為 4 小時
Overall Sales Function & Reporting Structure
6 個視頻 （總計 36 分鐘）, 5 個閱讀材料, 1 個測驗
6 個視頻
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
Q&A Week 317分鐘
5 個閱讀材料
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10分鐘
The Elements of a Successful Sales Business Plan15分鐘
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
週
2完成時間為 5 小時
Recruitment and Training
15 個視頻 （總計 52 分鐘）, 8 個閱讀材料, 1 個測驗
15 個視頻
Job Analysis3分鐘
Duties of a Salesperson3分鐘
Job Qualifications4分鐘
Recruitment Funnel and Recruitment Sources8分鐘
Interviewing3分鐘
Employment Tests3分鐘
Final Selection5分鐘
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
8 個閱讀材料
Sales Recruiters: How to Hire Top Sales People10分鐘
Ten Shameful Recruiting Practices That Drive Candidates Away10分鐘
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
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
週
3完成時間為 3 小時
Territories and Compensation
9 個視頻 （總計 60 分鐘）, 3 個閱讀材料, 1 個測驗
9 個視頻
Factors in Territory Management1分鐘
Q&A on Territories8分鐘
Goals of a Sales Compensation Plan1分鐘
Indirect Monetary Compensation31
Q&A on Compensation19分鐘
Sales Force Expenses2分鐘
Goals of Sales Expense Plan1分鐘
Q&A on Sales Expenses23分鐘
3 個閱讀材料
One Size Fits All? Not In Sales Territory Planning10分鐘
Get Off My Turf: Assigning Sales Territories10分鐘
Motivating Salespeople: What Really Works10分鐘
週
4完成時間為 3 小時
Evaluation
6 個視頻 （總計 29 分鐘）, 3 個閱讀材料, 1 個測驗
6 個視頻
Elements of Sales Performance Evaluation54
Sales Expense Analysis1分鐘
Q&A on Sales Performance Evaluation19分鐘
Challenges in Sales Evaluations1分鐘
Contemporary Approach to Sales Force Evaluations3分鐘
3 個閱讀材料
How to Measure Sales Performance10分鐘
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10分鐘
The New Science of Sales Force Productivity10分鐘
講師
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
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.
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