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.
Este curso faz parte do Programa de cursos integrados Sales Operations/Management
Account Management & Sales Force Design
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Informações sobre o curso
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Prazos flexíveis
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Aprox. 18 horas para completar
Sugerido: 4 hours/week
Inglês
Legendas: Inglês, Vietnamita
Programa - O que você aprenderá com este curso
3 horas para concluir
Introduction 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.
3 horas para concluir
8 vídeos (Total 68 mín.), 4 leituras, 2 testes
8 videos
Instructor Introductions and Orientation to Sales Specialization9min
History of Sales - Part 17min
History of Sales - Part 24min
History of Sales - Part 35min
History of Sales - Part 44min
History of Sales - Part 57min
Q&A - Week 119min
4 leituras
The Growing Power of Inside Sales10min
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10min
6 Common Types of Sales Jobs: Which Is The Right One For You?10min
4 Areas of Essential Sales Skills10min
1 exercício prático
Week 130min
4 horas para concluir
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
4 horas para concluir
5 vídeos (Total 59 mín.), 5 leituras, 2 testes
5 videos
Strategic Plans6min
Porter's 5-Forces Model6min
Applying Porter's 5-Forces Model6min
Q&A - Week 237min
5 leituras
Building A Customer-Obsessed Culture20min
Your Strategy Needs a Strategy15min
The Elements of a Successful Sales Business Plan30min
Five Steps to a Strategic Plan10min
Strategic Plan Template: What To Include In Yours15min
1 exercício prático
Week 230min
4 horas para concluir
Brief 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.
4 horas para concluir
11 vídeos (Total 78 mín.), 5 leituras, 3 testes
11 videos
Evolution of Sales2min
Sales Managers Jobs1min
What Does a Sales Manager Do?3min
Life of a Sales Manager4min
Skills You Need6min
Emerging Trends and Challenges2min
Pharmaceutical Sales Overview14min
Interview - Lee Hardesty from AstraZeneca23min
Summary - Week 339s
Q&A - Week 317min
5 leituras
Sales Management Definition, Process, Strategies and Resources30min
The Four Phases In Sales Management Evolution15min
10 Management Skills that Make the Best Sales Managers Stand Out10min
A Day In The Life Of A Sales Manager10min
Emerging Trends in Sales Management15min
1 exercício prático
Week 330min
4 horas para concluir
Inside/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.
4 horas para concluir
12 vídeos (Total 63 mín.), 4 leituras, 2 testes
12 videos
Inside Vs. Outside Sales6min
Buying Centers4min
What is a Sale?41s
Marketing Vs. Sales1min
Personal Sales34s
Personal Selling1min
Personal Selling Process4min
Sales Satisfaction-Dissatisfaction14min
Interview - Scott Wilkie from PwC9min
Summary - Week 42min
Q&A - Week 414min
4 leituras
Inside Vs. Outside Sales10min
Major Sales: Who Really Does the Buying?30min
The Challenge of Selling to a Buying Center10min
Sales vs. Marketing - Marketing Always Changes10min
1 exercício prático
Week 430min
Principais avaliações do Account Management & Sales Force Design
It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.
This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.
Instrutores
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
Sobre Universidade da Virgínia Ocidental
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.
Sobre Programa de cursos integrados 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.
Perguntas Frequentes – FAQ
Quando terei acesso às palestras e às tarefas?
Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.
O que recebo ao me inscrever nesta Especialização?
Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.
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