Informações sobre o curso
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100% on-line

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Aprox. 17 horas para completar

Sugerido: 4 hours/week...

Inglês

Legendas: Inglês, Vietnamita
Os alunos que estão fazendo este Course são
  • Marketing Specialists
  • Sales Associates
  • Marketers
  • Financial Analysts
  • Managers

100% on-line

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Aprox. 17 horas para completar

Sugerido: 4 hours/week...

Inglês

Legendas: Inglês, Vietnamita

Programa - O que você aprenderá com este curso

Semana
1
4 horas para concluir

Sales Force Selection, Recruitment, Motivation, and Evaluation

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
Semana
2
3 horas para concluir

Sales Force Recruitment

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
Semana
3
3 horas para concluir

The Role of Training in Sales Force Development

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
Semana
4
4 horas para concluir

Motivating the Sales Force

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
4.7
3 avaliaçõesChevron Right

Principais avaliações do Sales Force Management

por GApr 19th 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 OOAug 6th 2019

In-depth and very practical delivery of the course. Thank you

Instrutores

Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College 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....
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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