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.
Этот курс входит в специализацию ''Специализация Sales Operations/Management'
Account Management & Sales Force Design
от партнера
Программа курса: что вы изучите
Неделя
1Introduction 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 ((всего 68 мин.)), 4 материалов для самостоятельного изучения, 2 тестов
8 видео
Instructor Introductions and Orientation to Sales Specialization9мин
History of Sales - Part 17мин
History of Sales - Part 24мин
History of Sales - Part 35мин
History of Sales - Part 44мин
History of Sales - Part 57мин
Q&A - Week 119мин
4 материала для самостоятельного изучения
The Growing Power of Inside Sales10мин
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10мин
6 Common Types of Sales Jobs: Which Is The Right One For You?10мин
4 Areas of Essential Sales Skills10мин
1 практического упражнения
Week 130мин
Неделя
2Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
5 видео ((всего 59 мин.)), 5 материалов для самостоятельного изучения, 2 тестов
5 видео
Strategic Plans6мин
Porter's 5-Forces Model6мин
Applying Porter's 5-Forces Model6мин
Q&A - Week 237мин
5 материала для самостоятельного изучения
Building A Customer-Obsessed Culture20мин
Your Strategy Needs a Strategy15мин
The Elements of a Successful Sales Business Plan30мин
Five Steps to a Strategic Plan10мин
Strategic Plan Template: What To Include In Yours15мин
1 практического упражнения
Week 230мин
Неделя
3Brief 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 ((всего 78 мин.)), 5 материалов для самостоятельного изучения, 3 тестов
11 видео
Evolution of Sales2мин
Sales Managers Jobs1мин
What Does a Sales Manager Do?3мин
Life of a Sales Manager4мин
Skills You Need6мин
Emerging Trends and Challenges2мин
Pharmaceutical Sales Overview14мин
Interview - Lee Hardesty from AstraZeneca23мин
Summary - Week 339
Q&A - Week 317мин
5 материала для самостоятельного изучения
Sales Management Definition, Process, Strategies and Resources30мин
The Four Phases In Sales Management Evolution15мин
10 Management Skills that Make the Best Sales Managers Stand Out10мин
A Day In The Life Of A Sales Manager10мин
Emerging Trends in Sales Management15мин
1 практического упражнения
Week 330мин
Неделя
4Inside/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 ((всего 63 мин.)), 4 материалов для самостоятельного изучения, 2 тестов
12 видео
Inside Vs. Outside Sales6мин
Buying Centers4мин
What is a Sale?41
Marketing Vs. Sales1мин
Personal Sales34
Personal Selling1мин
Personal Selling Process4мин
Sales Satisfaction-Dissatisfaction14мин
Interview - Scott Wilkie from PwC9мин
Summary - Week 42мин
Q&A - Week 414мин
4 материала для самостоятельного изучения
Inside Vs. Outside Sales10мин
Major Sales: Who Really Does the Buying?30мин
The Challenge of Selling to a Buying Center10мин
Sales vs. Marketing - Marketing Always Changes10мин
1 практического упражнения
Week 430мин
Преподавателя
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
О Университет Западная Вирджиния
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.
О специализации ''Sales Operations/Management'
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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