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.
Этот курс входит в специализацию ''Специализация Sales Operations/Management'
Sales Force Management
от партнера
Программа курса: что вы изучите
Неделя
1Sales Force Selection, Recruitment, Motivation, and Evaluation
This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.
9 видео (всего 61 мин.), 4 материалов для самостоятельного изучения, 3 тестов
9 видео
Overview of Recruitment Process4мин
Job Analysis3мин
Duties of a Salesperson3мин
Job Qualifications4мин
Recruitment Funnel and Recruitment Sources8мин
Interview - Mike Cunningham from Fastenal28мин
Interview - Mike Cunningham - Fastenal Vending Machine1мин
Summary - Week 12мин
4 материала для самостоятельного изучения
Sales Recruiters: How to Hire Top Sales People10мин
Top Ways to Make Your Company More Marketable to Job Seekers in 201810мин
Ten Shameful Recruiting Practices That Drive Candidates Away10мин
Fastenal Overview Video6мин
1 практического упражнения
Week 130мин
Неделя
2Sales Force Recruitment
This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.
8 видео (всего 66 мин.), 3 материалов для самостоятельного изучения, 2 тестов
8 видео
Interviewing3мин
Interview - Kim Moyers from First United Bank & Trust29мин
Interview - Kim Moyers - Personal Job Experiences6мин
Employment Tests3мин
Final Selection5мин
Q&A - Scott Throckmorton from Fastenal13мин
Summary - Week 21мин
3 материала для самостоятельного изучения
The Complete Guide to The Most Effective Sales Interview Questions30мин
10 of the Best Recruiting Assessment Tools20мин
References: Their Importance in the Recruitment Process20мин
1 практического упражнения
Week 230мин
Неделя
3The Role of Training in Sales Force Development
In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.
11 видео (всего 39 мин.), 3 материалов для самостоятельного изучения, 3 тестов
11 видео
Keys to Sales Training1мин
Sales Training Development Process - Part 12мин
Sales Training Development Process - Part 22мин
Sales Training Content1мин
Importance of Sales Training1мин
Training Methods4мин
Emerging Training Methods1мин
Interview - Jerry R. Simpson from Borden Office Equipment15мин
Q&A - Jerry R. Simpson3мин
Summary - Week 32мин
3 материала для самостоятельного изучения
The Business Case for Sales Training20мин
Scheduling Sales Force Training: Theory and Evidence30мин
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10мин
1 практического упражнения
Week 330мин
Неделя
4Motivating the Sales Force
Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.
11 видео (всего 64 мин.), 4 материалов для самостоятельного изучения, 2 тестов
11 видео
Overview of Motivation1мин
ERG Theory4мин
Reward and Incentive Programs2мин
Closing Thoughts3мин
Theories of Motivation2мин
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112мин
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27мин
Q&A - Jerry R. Simpson - Motivating the Sales Force1мин
Interview - Dan Adams from Advanced Heating & Cooling - Part 125мин
Summary - Week 41мин
4 материала для самостоятельного изучения
One More Time: How do you Motivate Employees?20мин
The Science of Motivating Sales People - The Carrot and Stick Must Go40мин
9 Super Effective Ways to Motivate Your Team10мин
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20мин
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 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.
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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