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.
Este curso faz parte do Programa de cursos integrados Sales Operations/Management
Sales Force Management
oferecido por
Programa - O que você aprenderá com este curso
Semana
1Sales 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.
9 vídeos (total de (Total 61 mín.) min), 4 leituras, 3 testes
9 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
4 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
1 exercício prático
Week 130min
Semana
2Sales 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.
8 vídeos (total de (Total 66 mín.) min), 3 leituras, 2 testes
8 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
3 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
1 exercício prático
Week 230min
Semana
3The 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.
11 vídeos (total de (Total 39 mín.) min), 3 leituras, 3 testes
11 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
3 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
1 exercício prático
Week 330min
Semana
4Motivating 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.
11 vídeos (total de (Total 64 mín.) min), 4 leituras, 2 testes
11 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
4 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
1 exercício prático
Week 430min
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 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.
Perguntas Frequentes – FAQ
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O que recebo ao me inscrever nesta Especialização?
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