About this Course

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Flexible deadlines
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Approx. 15 hours to complete
English
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 15 hours to complete
English

Offered by

Placeholder

West Virginia University

Syllabus - What you will learn from this course

Week
1

Week 1

3 hours to complete

Introduction and Overview

3 hours to complete
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
Week
2

Week 2

4 hours to complete

Strategic Planning and Sales Management

4 hours to complete
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
Week
3

Week 3

4 hours to complete

Brief Overview of Sales Management

4 hours to complete
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
Week
4

Week 4

4 hours to complete

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

4 hours to complete
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
Buying Center in Industrial Marketing10m
Sales vs. Marketing - Marketing Always Changes10m
1 practice exercise
Week 430m

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About the Sales Operations/Management Specialization

Sales Operations/Management

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