Об этом курсе: 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.
Автор: West Virginia University
Преподаватели: Michael F. Walsh, Ph.D., Department Chair & Associate Professor of Marketing
College of Business and EconomicsПреподаватели: Suzanne C. Bal, Teaching Assistant Professor, Marketing
College of Business and EconomicsПреподаватели: Emily C. Tanner, Ph.D., Assistant Professor, Marketing
College of Business and Economics
| Основные сведения | Курс 1 из 5 — Sales Operations/Management Specialization |
| Язык | Английский |
| Как пройти курс | Чтобы пройти курс, выполните все оцениваемые задания. |
Программа курса
НЕДЕЛЯ 1
Introduction and Overview
This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.
8 видео, 4 материала для самостоятельного изучения
- Видео: Instructor Introductions and Orientation to Sales Specialization
- Reading: The Growing Power of Inside Sales
- Видео: History of Sales - Part 1
- Видео: History of Sales - Part 2
- Видео: History of Sales - Part 3
- Видео: History of Sales - Part 4
- Видео: History of Sales - Part 5
- Reading: A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now
- Reading: 6 Common Types of Sales Jobs: Which Is The Right One For You?
- Reading: 4 Areas of Essential Sales Skills
- Видео: Q&A - Week 1
Оцениваемый: Salesperson Statements
Оцениваемый: Week 1
НЕДЕЛЯ 2
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
5 видео, 5 материала для самостоятельного изучения
- Reading: Building A Customer-Obsessed Culture
- Reading: Your Strategy Needs a Strategy
- Reading: The Elements of a Successful Sales Business Plan
- Reading: Five Steps to a Strategic Plan
- Reading: Strategic Plan Template: What To Include In Yours
- Видео: Strategic Plans
- Видео: Porter's 5-Forces Model
- Видео: Applying Porter's 5-Forces Model
- Видео: Q&A - Week 2
Оцениваемый: Personal Mission and Vision
Оцениваемый: Week 2
НЕДЕЛЯ 3
Brief Overview of Sales Management
In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.
11 видео, 5 материала для самостоятельного изучения
- Reading: Sales Management Definition, Process, Strategies and Resources
- Reading: The Four Phases In Sales Management Evolution
- Reading: 10 Management Skills that Make the Best Sales Managers Stand Out
- Reading: A Day In The Life Of A Sales Manager
- Reading: Emerging Trends in Sales Management
- Видео: Evolution of Sales
- Видео: Sales Managers Jobs
- Видео: What Does a Sales Manager Do?
- Видео: Life of a Sales Manager
- Видео: Skills You Need
- Видео: Emerging Trends and Challenges
- Видео: Pharmaceutical Sales Overview
- Видео: Interview - Lee Hardesty from AstraZeneca
- Видео: Summary - Week 3
- Видео: Q&A - Week 3
Оцениваемый: Promotion Criteria
Оцениваемый: Services for Sales Managers
Оцениваемый: Week 3
НЕДЕЛЯ 4
Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.
12 видео, 4 материала для самостоятельного изучения
- Reading: Inside Vs. Outside Sales
- Видео: Inside Vs. Outside Sales
- Видео: Buying Centers
- Reading: Major Sales: Who Really Does the Buying?
- Reading: The Challenge of Selling to a Buying Center
- Видео: What is a Sale?
- Видео: Marketing Vs. Sales
- Видео: Personal Sales
- Видео: Personal Selling
- Видео: Personal Selling Process
- Reading: Sales vs. Marketing - Marketing Always Changes
- Видео: Sales Satisfaction-Dissatisfaction
- Видео: Interview - Scott Wilkie from PwC
- Видео: Summary - Week 4
- Видео: Q&A - Week 4
Оцениваемый: Buying Center Concept
Оцениваемый: Week 4
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Авторы
West Virginia University
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.
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