Специализация Sales Operations/Management

Начинается Nov 15

Специализация Sales Operations/Management

Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.

Об этой специализации

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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5 courses

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Обзор проектов

Курсы
Beginner Specialization.
No prior experience required.
  1. 1-Й КУРС

    Account Management & Sales Force Design

    Субтитры
    Английский

    О 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 manag
  2. 2-Й КУРС

    Sales Force Management

    Субтитры
    Английский

    О курсе

    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 r
  3. 3-Й КУРС

    Compensation, Expenses and Quotas

    Субтитры
    Английский

    О курсе

    This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensatio
  4. 4-Й КУРС

    Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

    Начинается November 2018
    Субтитры
    Английский

    О курсе

    In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
  5. 5-Й КУРС

    Sales Operations: Final Project

    Начинается December 2018
    Субтитры
    Английский

    О курсе

    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.

Авторы

  • West Virginia University

    Mountaineers Go First.

    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.

  • Michael F. Walsh, Ph.D.

    Michael F. Walsh, Ph.D.

    Department Chair & Associate Professor of Marketing
  • Suzanne C. Bal

    Suzanne C. Bal

    Teaching Assistant Professor, Marketing
  • Emily C. Tanner, Ph.D.

    Emily C. Tanner, Ph.D.

    Assistant Professor, Marketing

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