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.
This course is part of the Sales Operations/Management Specialization
Offered By
Sales Operations/Management SpecializationWest Virginia UniversityAbout this Course
Learner Career Outcomes
14%
got a tangible career benefit from this course
20%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 1 of 5 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 15 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
Instructors
Learner Career Outcomes
14%
got a tangible career benefit from this course
20%
got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 1 of 5 in the
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 15 hours to complete
English
Subtitles: Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, English, Spanish
Offered by
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.
Syllabus - What you will learn from this course
3 hours to complete
Introduction and Overview
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.
3 hours to complete
8 videos (Total 68 min), 4 readings, 2 quizzes
4 hours to complete
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
4 hours to complete
5 videos (Total 59 min), 5 readings, 2 quizzes
4 hours to complete
Brief Overview of Sales Management
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.
4 hours to complete
11 videos (Total 78 min), 5 readings, 3 quizzes
4 hours to complete
Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
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.
4 hours to complete
12 videos (Total 63 min), 4 readings, 2 quizzes
Reviews
TOP REVIEWS FROM ACCOUNT MANAGEMENT & SALES FORCE DESIGN
by GYJun 10, 2020
The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done
by DENov 28, 2019
Good insights for beginners. Nonetheless, I'm waiting for other people to provide their work in order I can review them since 4 days. It's a lot of useless daily actualization.
by DFJun 29, 2020
The voice of the host of the course is a bit monotonous but the content is good so it kept my attention focus throughout the whole course. Recommended course
by HNNov 25, 2020
A very informative course and really helpful for any Sales professional who is moving up the ladder or planning to take on the challenge in management role
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:
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