In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select 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.
Этот курс входит в специализацию ''Специализация Sales Operations/Management'
Sales Operations: Final Project
от партнера
Программа курса: что вы изучите
Неделя
14 ч. на завершение
Overall Sales Function & Reporting Structure
6 видео ((всего 36 мин.)), 5 материалов для самостоятельного изучения, 1 тест
6 видео
What Does a Sales Manager Do?3мин
Life of a Sales Manager4мин
Skills You Need6мин
Emerging Trends and Challenges2мин
Q&A Week 317мин
5 материала для самостоятельного изучения
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10мин
The Elements of a Successful Sales Business Plan15мин
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
Неделя
25 ч. на завершение
Recruitment and Training
15 видео ((всего 52 мин.)), 8 материалов для самостоятельного изучения, 1 тест
15 видео
Job Analysis3мин
Duties of a Salesperson3мин
Job Qualifications4мин
Recruitment Funnel and Recruitment Sources8мин
Interviewing3мин
Employment Tests3мин
Final Selection5мин
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
8 материала для самостоятельного изучения
Sales Recruiters: How to Hire Top Sales People10мин
Ten Shameful Recruiting Practices That Drive Candidates Away10мин
The Complete Guide to The Most Effective Sales Interview Questions30мин
10 of the Best Recruiting Assessment Tools20мин
References: Their Importance in the Recruitment Process20мин
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
Неделя
33 ч. на завершение
Territories and Compensation
9 видео ((всего 60 мин.)), 3 материалов для самостоятельного изучения, 1 тест
9 видео
Factors in Territory Management1мин
Q&A on Territories8мин
Goals of a Sales Compensation Plan1мин
Indirect Monetary Compensation31
Q&A on Compensation19мин
Sales Force Expenses2мин
Goals of Sales Expense Plan1мин
Q&A on Sales Expenses23мин
3 материала для самостоятельного изучения
One Size Fits All? Not In Sales Territory Planning10мин
Get Off My Turf: Assigning Sales Territories10мин
Motivating Salespeople: What Really Works10мин
Неделя
43 ч. на завершение
Evaluation
6 видео ((всего 29 мин.)), 3 материалов для самостоятельного изучения, 1 тест
6 видео
Sales Evaluation1мин
Elements of Sales Performance Evaluation54
Sales Expense Analysis1мин
Q&A on Sales Performance Evaluation19мин
Challenges in Sales Evaluations1мин
Contemporary Approach to Sales Force Evaluations3мин
3 материала для самостоятельного изучения
How to Measure Sales Performance10мин
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10мин
The New Science of Sales Force Productivity10мин
Преподаватели
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of 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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