In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.
Este curso faz parte do Programa de cursos integrados Sales Operations/Management
Sales Operations: Final Project
oferecido por
Programa - O que você aprenderá com este curso
Semana
14 horas para concluir
Overall Sales Function & Reporting Structure
6 vídeos ((Total 36 mín.)), 5 leituras, 1 teste
6 videos
What Does a Sales Manager Do?3min
Life of a Sales Manager4min
Skills You Need6min
Emerging Trends and Challenges2min
Q&A Week 317min
5 leituras
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10min
The Elements of a Successful Sales Business Plan15min
Sales Management Definition, Process, Strategies and Resources30min
The Four Phases In Sales Management Evolution15min
10 Management Skills that Make the Best Sales Managers Stand Out10min
Semana
25 horas para concluir
Recruitment and Training
15 vídeos ((Total 52 mín.)), 8 leituras, 1 teste
15 videos
Job Analysis3min
Duties of a Salesperson3min
Job Qualifications4min
Recruitment Funnel and Recruitment Sources8min
Interviewing3min
Employment Tests3min
Final Selection5min
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
8 leituras
Sales Recruiters: How to Hire Top Sales People10min
Ten Shameful Recruiting Practices That Drive Candidates Away10min
The Complete Guide to The Most Effective Sales Interview Questions30min
10 of the Best Recruiting Assessment Tools20min
References: Their Importance in the Recruitment Process20min
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
Semana
33 horas para concluir
Territories and Compensation
9 vídeos ((Total 60 mín.)), 3 leituras, 1 teste
9 videos
Factors in Territory Management1min
Q&A on Territories8min
Goals of a Sales Compensation Plan1min
Indirect Monetary Compensation31s
Q&A on Compensation19min
Sales Force Expenses2min
Goals of Sales Expense Plan1min
Q&A on Sales Expenses23min
3 leituras
One Size Fits All? Not In Sales Territory Planning10min
Get Off My Turf: Assigning Sales Territories10min
Motivating Salespeople: What Really Works10min
Semana
43 horas para concluir
Evaluation
6 vídeos ((Total 29 mín.)), 3 leituras, 1 teste
6 videos
Sales Evaluation1min
Elements of Sales Performance Evaluation54s
Sales Expense Analysis1min
Q&A on Sales Performance Evaluation19min
Challenges in Sales Evaluations1min
Contemporary Approach to Sales Force Evaluations3min
3 leituras
How to Measure Sales Performance10min
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10min
The New Science of Sales Force Productivity10min
Instrutores
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of 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
Quando terei acesso às palestras e às tarefas?
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.
O que recebo ao me inscrever nesta Especialização?
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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