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.
Dieser Kurs ist Teil der Spezialisierung Spezialisierung Sales Operations/Management
5.778 bereits angemeldet
von
Spezialisierung Sales Operations/ManagementWest Virginia UniversityÜber diesen Kurs
7.642 kürzliche Aufrufe
Flexible Fristen
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Zertifikat zur Vorlage
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100 % online
Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.
Kurs 2 von 5 in
Ca. 19 Stunden zum Abschließen
Englisch
Untertitel: Französisch, Portugiesisch (europäisch), Vietnamesisch, Russisch, Englisch, Spanisch
Flexible Fristen
Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.
Zertifikat zur Vorlage
Erhalten Sie nach Abschluss ein Zertifikat
100 % online
Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.
Kurs 2 von 5 in
Ca. 19 Stunden zum Abschließen
Englisch
Untertitel: Französisch, Portugiesisch (europäisch), Vietnamesisch, Russisch, Englisch, Spanisch
von
West Virginia University
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.
Lehrplan - Was Sie in diesem Kurs lernen werden
4 Stunden zum Abschließen
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 Stunden zum Abschließen
9 Videos (Gesamt 61 min), 4 Lektüren, 3 Quiz
3 Stunden zum Abschließen
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 Stunden zum Abschließen
8 Videos (Gesamt 66 min), 3 Lektüren, 2 Quiz
3 Stunden zum Abschließen
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 Stunden zum Abschließen
11 Videos (Gesamt 39 min), 3 Lektüren, 3 Quiz
4 Stunden zum Abschließen
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 Stunden zum Abschließen
11 Videos (Gesamt 64 min), 4 Lektüren, 2 Quiz
Bewertungen
Top-Bewertungen von SALES FORCE MANAGEMENT
von LG24. Aug. 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.
von G18. Apr. 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
von GY14. Juni 2020
Extremely interesting , case studies make you think , lots of knowledge in this session but again Peer Reviews remain slow affecting your certification
von TS7. Okt. 2020
Deeply appreciate WVU efforts making such an elite level of education available online.
Über den Spezialisierung 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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