無需相關領域的預備知識無需相關經驗。
Sales Operations/Management 專項課程
Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.
8,151 人已註冊
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關於此 專項課程
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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.
應用的學習項目
The specialization project involves selecting 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. The purpose of the interview is to understand how one firm organizes and manages their sales function along the following parameters:
· Sales management
· Sales Organization
· Recruitment & Induction Process
· Territory allocation Process & Strategy
· Reporting structure and systems
· Compensation structure
· System of Evaluation
· Training & Development
· Students will apply the concepts learned in the specialization to guide and structure the interview as well as comparing and contrasting one firm’s practice with the “ideal” world as presented in the course.
可分享的證書
完成後獲得證書
100% 在線課程
立即開始，按照自己的計劃學習。
靈活的計劃
設置並保持靈活的截止日期。
初級
完成課程大約需要 6 個月
建議進度：3 小時/週
英語（English）
字幕：英語（English）, 阿拉伯語（Arabic）, 法語（French）, （歐洲人講的）葡萄牙語, 意大利語, 越南語, 德語（German）, 俄語（Russian）, 西班牙語（Spanish）
可分享的證書
完成後獲得證書
100% 在線課程
立即開始，按照自己的計劃學習。
靈活的計劃
設置並保持靈活的截止日期。
初級
無需相關領域的預備知識無需相關經驗。
完成課程大約需要 6 個月
建議進度：3 小時/週
英語（English）
字幕：英語（English）, 阿拉伯語（Arabic）, 法語（French）, （歐洲人講的）葡萄牙語, 意大利語, 越南語, 德語（German）, 俄語（Russian）, 西班牙語（Spanish）
專項課程的運作方式
加入課程
Coursera 專項課程是幫助您掌握一門技能的一系列課程。若要開始學習，請直接註冊專項課程，或預覽專項課程並選擇您要首先開始學習的課程。當您訂閱專項課程的部分課程時，您將自動訂閱整個專項課程。您可以只完成一門課程，您可以隨時暫停學習或結束訂閱。訪問您的學生面板，跟踪您的課程註冊情況和進度。
實踐項目
每個專項課程都包括實踐項目。您需要成功完成這個（些）項目才能完成專項課程並獲得證書。如果專項課程中包括單獨的實踐項目課程，則需要在開始之前完成其他所有課程。
獲得證書
在結束每門課程並完成實踐項目之後，您會獲得一個證書，您可以向您的潛在雇主展示該證書並在您的職業社交網絡中分享。
此專項課程包含 5 門課程
Account Management & Sales Force Design
181 個評分
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 management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.
Sales Force Management
70 個評分
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 role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.
Compensation, Expenses and Quotas
26 個評分
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, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
32 個評分
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.
提供方
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.
常見問題
完成专项课程后我会获得大学学分吗？
Can I just enroll in a single course?
我可以只注册一门课程吗？
有助学金吗？
我可以免费学习课程吗？
此课程是 100% 在线学习吗？是否需要现场参加课程？
完成专项课程需要多长时间？
Do I need to take the courses in a specific order?
Will I earn university credit for completing the Specialization?
完成专项课程后我会获得大学学分吗？
還有其他問題嗎？請訪問 學生幫助中心。
