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
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Programa de cursos integrados Sales Operations/ManagementUniversidade da Virgínia OcidentalInformações sobre o curso
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Curso 2 de 5 no
Aprox. 19 horas para completar
Inglês
Legendas: Francês, Portuguese (European), Vietnamita, Russo, Inglês, Espanhol
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Curso 2 de 5 no
Aprox. 19 horas para completar
Inglês
Legendas: Francês, Portuguese (European), Vietnamita, Russo, Inglês, Espanhol
oferecido por
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.
Programa - O que você aprenderá com este curso
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.
4 horas para concluir
9 vídeos (Total 61 mín.), 4 leituras, 3 testes
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.
3 horas para concluir
8 vídeos (Total 66 mín.), 3 leituras, 2 testes
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.
3 horas para concluir
11 vídeos (Total 39 mín.), 3 leituras, 3 testes
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.
4 horas para concluir
11 vídeos (Total 64 mín.), 4 leituras, 2 testes
Avaliações
Principais avaliações do SALES FORCE MANAGEMENT
por LG24 de Ago de 2020
It is a great course to take to have career advancement in the field of sales and marketing. Thank you Professor who hosted this course in this platform. Memorable learning experience gained.
por G18 de Abr de 2019
This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete
por GY14 de Jun de 2020
Extremely interesting , case studies make you think , lots of knowledge in this session but again Peer Reviews remain slow affecting your certification
por TS7 de Out de 2020
Deeply appreciate WVU efforts making such an elite level of education available online.
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:
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