Sales Operations/Management 專項課程

於 Nov 15 開始

Sales Operations/Management 專項課程

Prepare Yourself for a Sales Management Career。 Master knowledge and techniques to manage an effective sales force.

本專項課程介紹

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.

製作方:

courses
5 courses

按照建議的順序或選擇您自己的順序。

projects
項目

旨在幫助您實踐和應用所學到的技能。

certificates
證書

在您的簡歷和領英中展示您的新技能。

項目概覽

課程
Beginner Specialization.
No prior experience required.
  1. 第 1 門課程

    Account Management & Sales Force Design

    字幕
    英語(English)

    課程概述

    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 manage
  2. 第 2 門課程

    Sales Force Management

    字幕
    英語(English)

    課程概述

    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 ro
  3. 第 3 門課程

    Compensation, Expenses and Quotas

    字幕
    英語(English)

    課程概述

    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
  4. 第 4 門課程

    Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

    於 November 2018 開始
    字幕
    英語(English)

    課程概述

    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.
  5. 第 5 門課程

    Sales Operations: Final Project

    於 December 2018 開始
    字幕
    英語(English)

    課程概述

    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.

製作方

  • West Virginia University

    Mountaineers Go First.

    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.

  • Michael F. Walsh, Ph.D.

    Michael F. Walsh, Ph.D.

    Department Chair & Associate Professor of Marketing
  • Suzanne C. Bal

    Suzanne C. Bal

    Teaching Assistant Professor, Marketing
  • Emily C. Tanner, Ph.D.

    Emily C. Tanner, Ph.D.

    Assistant Professor, Marketing

FAQs