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'
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Специализация Sales Operations/ManagementУниверситет Западная ВирджинияОб этом курсе
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100% онлайн
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Курс 2 из 5 в программе
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Прибл. 19 часов на выполнение
Английский
Субтитры: Французский, Португальский (Европа), Вьетнамский, Русский, Английский, Испанский
Преподаватели
Карьерные результаты учащихся
50%
начал новую карьеру, пройдя эти курсы
50%
получил значимые преимущества в карьере благодаря этому курсу
Сертификат, ссылками на который можно делиться с другими людьми
Получите сертификат по завершении
100% онлайн
Начните сейчас и учитесь по собственному графику.
Курс 2 из 5 в программе
Гибкие сроки
Назначьте сроки сдачи в соответствии со своим графиком.
Прибл. 19 часов на выполнение
Английский
Субтитры: Французский, Португальский (Европа), Вьетнамский, Русский, Английский, Испанский
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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.
Программа курса: что вы изучите
4 ч. на завершение
Sales 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.
4 ч. на завершение
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 практическое упражнение
Week 130мин
3 ч. на завершение
Sales 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.
3 ч. на завершение
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 практическое упражнение
Week 230мин
3 ч. на завершение
The 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.
3 ч. на завершение
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 практическое упражнение
Week 330мин
4 ч. на завершение
Motivating 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.
4 ч. на завершение
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 практическое упражнение
Week 430мин
Рецензии
Лучшие отзывы о курсе SALES FORCE MANAGEMENT
от партнера LG24 авг. 2020 г.
It is a great course to take to have career advancement in the field of sales and marketing. Thank you Professor who hosted this course in this platform. Memorable learning experience gained.
от партнера G18 апр. 2019 г.
This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete
от партнера GY14 июня 2020 г.
Extremely interesting , case studies make you think , lots of knowledge in this session but again Peer Reviews remain slow affecting your certification
от партнера TS7 окт. 2020 г.
Deeply appreciate WVU efforts making such an elite level of education available online.
Специализация Sales Operations/Management: общие сведения
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:
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