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
Sales Force Management
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Lehrplan - Was Sie in diesem Kurs lernen werden
Woche
14 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.
9 Videos (Gesamt 61 min), 4 Lektüren, 3 Quiz
9 Videos
Overview of Recruitment Process4m
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Interview - Mike Cunningham from Fastenal28m
Interview - Mike Cunningham - Fastenal Vending Machine1m
Summary - Week 12m
4 Lektüren
Sales Recruiters: How to Hire Top Sales People10m
Top Ways to Make Your Company More Marketable to Job Seekers in 201810m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
Fastenal Overview Video6m
1 praktische Übung
Week 130m
Woche
23 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.
8 Videos (Gesamt 66 min), 3 Lektüren, 2 Quiz
8 Videos
Interviewing3m
Interview - Kim Moyers from First United Bank & Trust29m
Interview - Kim Moyers - Personal Job Experiences6m
Employment Tests3m
Final Selection5m
Q&A - Scott Throckmorton from Fastenal13m
Summary - Week 21m
3 Lektüren
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
1 praktische Übung
Week 230m
Woche
33 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.
11 Videos (Gesamt 39 min), 3 Lektüren, 3 Quiz
11 Videos
Keys to Sales Training1m
Sales Training Development Process - Part 12m
Sales Training Development Process - Part 22m
Sales Training Content1m
Importance of Sales Training1m
Training Methods4m
Emerging Training Methods1m
Interview - Jerry R. Simpson from Borden Office Equipment15m
Q&A - Jerry R. Simpson3m
Summary - Week 32m
3 Lektüren
The Business Case for Sales Training20m
Scheduling Sales Force Training: Theory and Evidence30m
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10m
1 praktische Übung
Week 330m
Woche
44 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.
11 Videos (Gesamt 64 min), 4 Lektüren, 2 Quiz
11 Videos
Overview of Motivation1m
ERG Theory4m
Reward and Incentive Programs2m
Closing Thoughts3m
Theories of Motivation2m
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112m
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27m
Q&A - Jerry R. Simpson - Motivating the Sales Force1m
Interview - Dan Adams from Advanced Heating & Cooling - Part 125m
Summary - Week 41m
4 Lektüren
One More Time: How do you Motivate Employees?20m
The Science of Motivating Sales People - The Carrot and Stick Must Go40m
9 Super Effective Ways to Motivate Your Team10m
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20m
1 praktische Übung
Week 430m
Woche
54 Stunden zum Abschließen
Sales Force Evaluation
In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.
10 Videos (Gesamt 53 min), 2 Lektüren, 3 Quiz
10 Videos
Challenges in Sales Evaluations1m
Contemporary Approach to Sales Force Evaluations3m
Output Factors2m
Input Factors3m
Types of Performance Appraisal techniques3m
Interview - Jerry R. Simpson11m
Q&A - Jerry R. Simpson1m
Interview - Dan Adams - Part 220m
Summary - Week 51m
2 Lektüren
Characteristics of Performance Appraisals and Their Impact on Sales Force Satisfaction30m
The New Science of Sales Force Productivity20m
1 praktische Übung
Week 530m
Top-Bewertungen
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
Dozenten
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Über 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.
Über die 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:
· 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.
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