Informações sobre o curso
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Horas para completar

Aprox. 14 horas para completar

Sugerido: 6 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês...
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Horas para completar

Aprox. 14 horas para completar

Sugerido: 6 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês...

Programa - O que você aprenderá com este curso

Semana
1
Horas para completar
4 horas para concluir

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....
Reading
9 vídeos (Total de 61 min), 4 leituras, 3 testes
Video9 videos
Overview of Recruitment Process4min
Job Analysis3min
Duties of a Salesperson3min
Job Qualifications4min
Recruitment Funnel and Recruitment Sources8min
Interview - Mike Cunningham from Fastenal28min
Interview - Mike Cunningham - Fastenal Vending Machine1min
Summary - Week 12min
Reading4 leituras
Sales Recruiters: How to Hire Top Sales People10min
Top Ways to Make Your Company More Marketable to Job Seekers in 201810min
Ten Shameful Recruiting Practices That Drive Candidates Away10min
Fastenal Overview Video6min
Quiz1 exercício prático
Week 130min
Semana
2
Horas para completar
3 horas para concluir

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....
Reading
8 vídeos (Total de 66 min), 3 leituras, 2 testes
Video8 videos
Interviewing3min
Interview - Kim Moyers from First United Bank & Trust29min
Interview - Kim Moyers - Personal Job Experiences6min
Employment Tests3min
Final Selection5min
Q&A - Scott Throckmorton from Fastenal13min
Summary - Week 21min
Reading3 leituras
The Complete Guide to The Most Effective Sales Interview Questions30min
10 of the Best Recruiting Assessment Tools20min
References: Their Importance in the Recruitment Process20min
Quiz1 exercício prático
Week 230min
Semana
3
Horas para completar
3 horas para concluir

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....
Reading
11 vídeos (Total de 39 min), 3 leituras, 3 testes
Video11 videos
Keys to Sales Training1min
Sales Training Development Process - Part 12min
Sales Training Development Process - Part 22min
Sales Training Content1min
Importance of Sales Training1min
Training Methods4min
Emerging Training Methods1min
Interview - Jerry R. Simpson from Borden Office Equipment15min
Q&A - Jerry R. Simpson3min
Summary - Week 32min
Reading3 leituras
The Business Case for Sales Training20min
Scheduling Sales Force Training: Theory and Evidence30min
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10min
Quiz1 exercício prático
Week 330min
Semana
4
Horas para completar
4 horas para concluir

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....
Reading
11 vídeos (Total de 64 min), 4 leituras, 2 testes
Video11 videos
Overview of Motivation1min
ERG Theory4min
Reward and Incentive Programs2min
Closing Thoughts3min
Theories of Motivation2min
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112min
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27min
Q&A - Jerry R. Simpson - Motivating the Sales Force1min
Interview - Dan Adams from Advanced Heating & Cooling - Part 125min
Summary - Week 41min
Reading4 leituras
One More Time: How do you Motivate Employees?20min
The Science of Motivating Sales People - The Carrot and Stick Must Go40min
9 Super Effective Ways to Motivate Your Team10min
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20min
Quiz1 exercício prático
Week 430min

Instrutores

Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
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Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics

Sobre 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....

Sobre o 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....
Sales Operations/Management

Perguntas Frequentes – FAQ

  • 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.

  • 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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