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Account Management & Sales Force Design

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Account Management & Sales Force Design

This course is part of Sales Operations/Management Specialization

Instructors: Michael F. Walsh, Ph.D.

30,356 already enrolled

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

307 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

87%

Most learners liked this course

4 modules

Gain insight into a topic and learn the fundamentals.

307 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

87%

Most learners liked this course

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

4 assignments¹

AI Graded see disclaimer

Taught in English

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Build your subject-matter expertise

This course is part of the Sales Operations/Management Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

Learn new concepts from industry experts
Gain a foundational understanding of a subject or tool
Develop job-relevant skills with hands-on projects
Earn a shareable career certificate

There are 4 modules in this course

The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.

Module details

This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.

What's included

8 videos4 readings1 assignment1 peer review

8 videosTotal 68 minutes

Overview of Specialization - Sales Operations & Management7 minutes
Instructor Introductions and Orientation to Sales Specialization10 minutes
History of Sales - Part 18 minutes
History of Sales - Part 24 minutes
History of Sales - Part 36 minutes
History of Sales - Part 45 minutes
History of Sales - Part 58 minutes
Q&A - Week 120 minutes

4 readingsTotal 40 minutes

The Growing Power of Inside Sales10 minutes
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10 minutes
6 Common Types of Sales Jobs: Which Is The Right One For You?10 minutes
4 Areas of Essential Sales Skills10 minutes

1 assignmentTotal 30 minutes

Week 130 minutes

1 peer reviewTotal 45 minutes

Salesperson Statements45 minutes

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.

What's included

5 videos5 readings1 assignment1 peer review

5 videosTotal 59 minutes

Introduction to Account Management & Sales Force Design1 minute
Strategic Plans7 minutes
Porter's 5-Forces Model7 minutes
Applying Porter's 5-Forces Model6 minutes
Q&A - Week 238 minutes

5 readingsTotal 90 minutes

Building A Customer-Obsessed Culture20 minutes
Your Strategy Needs a Strategy15 minutes
The Elements of a Successful Sales Business Plan30 minutes
Five Steps to a Strategic Plan10 minutes
Strategic Plan Template: What To Include In Yours15 minutes

1 assignmentTotal 30 minutes

Week 230 minutes

1 peer reviewTotal 60 minutes

Personal Mission and Vision60 minutes

In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.

What's included

11 videos5 readings1 assignment2 peer reviews

11 videosTotal 78 minutes

Introduction - Week 31 minute
Evolution of Sales3 minutes
Sales Managers Jobs1 minute
What Does a Sales Manager Do?3 minutes
Life of a Sales Manager4 minutes
Skills You Need7 minutes
Emerging Trends and Challenges3 minutes
Pharmaceutical Sales Overview14 minutes
Interview - Lee Hardesty from AstraZeneca24 minutes
Summary - Week 31 minute
Q&A - Week 318 minutes

5 readingsTotal 80 minutes

Sales Management Definition, Process, Strategies and Resources30 minutes
The Four Phases In Sales Management Evolution15 minutes
10 Management Skills that Make the Best Sales Managers Stand Out10 minutes
A Day In The Life Of A Sales Manager10 minutes
Emerging Trends in Sales Management15 minutes

1 assignmentTotal 30 minutes

Week 330 minutes

2 peer reviewsTotal 60 minutes

Promotion Criteria30 minutes
Services for Sales Managers30 minutes

This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.