About this Course
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Approx. 18 hours to complete

Suggested: 4 hours/week...


Subtitles: English, Vietnamese
Learners taking this Course are
  • Account Managers
  • Sales Associates
  • Business Developers
  • Operations Analysts
  • Marketing Specialists

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 18 hours to complete

Suggested: 4 hours/week...


Subtitles: English, Vietnamese

Syllabus - What you will learn from this course

3 hours to complete

Introduction and Overview

8 videos (Total 68 min), 4 readings, 2 quizzes
8 videos
Instructor Introductions and Orientation to Sales Specialization9m
History of Sales - Part 17m
History of Sales - Part 24m
History of Sales - Part 35m
History of Sales - Part 44m
History of Sales - Part 57m
Q&A - Week 119m
4 readings
The Growing Power of Inside Sales10m
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10m
6 Common Types of Sales Jobs: Which Is The Right One For You?10m
4 Areas of Essential Sales Skills10m
1 practice exercise
Week 130m
4 hours to complete

Strategic Planning and Sales Management

5 videos (Total 59 min), 5 readings, 2 quizzes
5 videos
Strategic Plans6m
Porter's 5-Forces Model6m
Applying Porter's 5-Forces Model6m
Q&A - Week 237m
5 readings
Building A Customer-Obsessed Culture20m
Your Strategy Needs a Strategy15m
The Elements of a Successful Sales Business Plan30m
Five Steps to a Strategic Plan10m
Strategic Plan Template: What To Include In Yours15m
1 practice exercise
Week 230m
4 hours to complete

Brief Overview of Sales Management

11 videos (Total 78 min), 5 readings, 3 quizzes
11 videos
Evolution of Sales2m
Sales Managers Jobs1m
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Pharmaceutical Sales Overview14m
Interview - Lee Hardesty from AstraZeneca23m
Summary - Week 339s
Q&A - Week 317m
5 readings
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
A Day In The Life Of A Sales Manager10m
Emerging Trends in Sales Management15m
1 practice exercise
Week 330m
4 hours to complete

Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process

12 videos (Total 63 min), 4 readings, 2 quizzes
12 videos
Inside Vs. Outside Sales6m
Buying Centers4m
What is a Sale?41s
Marketing Vs. Sales1m
Personal Sales34s
Personal Selling1m
Personal Selling Process4m
Sales Satisfaction-Dissatisfaction14m
Interview - Scott Wilkie from PwC9m
Summary - Week 42m
Q&A - Week 414m
4 readings
Inside Vs. Outside Sales10m
Major Sales: Who Really Does the Buying?30m
The Challenge of Selling to a Buying Center10m
Sales vs. Marketing - Marketing Always Changes10m
1 practice exercise
Week 430m
9 ReviewsChevron Right

Top reviews from Account Management & Sales Force Design

By RBSep 2nd 2019

It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.

By GMar 19th 2019

This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.



Michael F. Walsh, Ph.D.

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

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics

About 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....

About the Sales Operations/Management Specialization

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

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.