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.
Dieser Kurs ist Teil der Spezialisierung Spezialisierung Sales Operations/Management
von
Spezialisierung Sales Operations/ManagementWest Virginia UniversityÜber diesen Kurs
5,672 kürzliche Aufrufe
Zertifikat zur Vorlage
Erhalten Sie nach Abschluss ein Zertifikat
100 % online
Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.
Kurs 5 von 5 in
Flexible Fristen
Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.
Ca. 15 Stunden zum Abschließen
Englisch
Untertitel: Englisch
Dozenten
Zertifikat zur Vorlage
Erhalten Sie nach Abschluss ein Zertifikat
100 % online
Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.
Kurs 5 von 5 in
Flexible Fristen
Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.
Ca. 15 Stunden zum Abschließen
Englisch
Untertitel: Englisch
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
Overall Sales Function & Reporting Structure
4 Stunden zum Abschließen
6 Videos (Gesamt 36 min), 5 Lektüren, 1 Quiz
6 Videos
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Q&A Week 317m
5 Lektüren
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10m
The Elements of a Successful Sales Business Plan15m
Sales Management Definition, Process, Strategies and Resources30m
The Four Phases In Sales Management Evolution15m
10 Management Skills that Make the Best Sales Managers Stand Out10m
5 Stunden zum Abschließen
Recruitment and Training
5 Stunden zum Abschließen
15 Videos (Gesamt 52 min), 8 Lektüren, 1 Quiz
15 Videos
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Interviewing3m
Employment Tests3m
Final Selection5m
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
8 Lektüren
Sales Recruiters: How to Hire Top Sales People10m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
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
3 Stunden zum Abschließen
Territories and Compensation
3 Stunden zum Abschließen
9 Videos (Gesamt 60 min), 3 Lektüren, 1 Quiz
9 Videos
Factors in Territory Management1m
Q&A on Territories8m
Goals of a Sales Compensation Plan1m
Indirect Monetary Compensation31
Q&A on Compensation19m
Sales Force Expenses2m
Goals of Sales Expense Plan1m
Q&A on Sales Expenses23m
3 Lektüren
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories10m
Motivating Salespeople: What Really Works10m
2 Stunden zum Abschließen
Evaluation
2 Stunden zum Abschließen
6 Videos (Gesamt 29 min), 3 Lektüren, 1 Quiz
6 Videos
Elements of Sales Performance Evaluation54
Sales Expense Analysis1m
Q&A on Sales Performance Evaluation19m
Challenges in Sales Evaluations1m
Contemporary Approach to Sales Force Evaluations3m
3 Lektüren
How to Measure Sales Performance10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
The New Science of Sales Force Productivity10m
Bewertungen
Top-Bewertungen von SALES OPERATIONS: FINAL PROJECT
von NR22. Aug. 2020
Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.
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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