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
oferecido por
Programa de cursos integrados Sales Operations/ManagementUniversidade da Virgínia OcidentalInformações sobre o curso
14,922 visualizações recentes
Resultados de carreira do aprendiz
50%
comecei uma nova carreira após concluir estes cursos
50%
consegui um benefício significativo de carreira com este curso
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Curso 2 de 5 no
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Aprox. 19 horas para completar
Inglês
Legendas: Francês, Portuguese (European), Vietnamita, Russo, Inglês, Espanhol
Instrutores
Resultados de carreira do aprendiz
50%
comecei uma nova carreira após concluir estes cursos
50%
consegui um benefício significativo de carreira com este curso
Certificados compartilháveis
Tenha o certificado após a conclusão
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Curso 2 de 5 no
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
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
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
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
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
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
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
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
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
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:
Perguntas Frequentes – FAQ
Quando terei acesso às palestras e às tarefas?
O que recebo ao me inscrever nesta Especialização?
Is financial aid available?
Ganharei créditos universitários por concluir o curso?
Mais dúvidas? Visite o Central de Ajuda ao Aprendiz.
