About this Course
Specialization
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100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 14 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...
Specialization
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 14 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...

Syllabus - What you will learn from this course

Week
1
Hours to complete
4 hours to complete

Sales Force Selection, Recruitment, Motivation, and Evaluation

This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people....
Reading
9 videos (Total 61 min), 4 readings, 3 quizzes
Video9 videos
Overview of Recruitment Process4m
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Interview - Mike Cunningham from Fastenal28m
Interview - Mike Cunningham - Fastenal Vending Machine1m
Summary - Week 12m
Reading4 readings
Sales Recruiters: How to Hire Top Sales People10m
Top Ways to Make Your Company More Marketable to Job Seekers in 201810m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
Fastenal Overview Video6m
Quiz1 practice exercise
Week 130m
Week
2
Hours to complete
3 hours to complete

Sales Force Recruitment

This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover....
Reading
8 videos (Total 66 min), 3 readings, 2 quizzes
Video8 videos
Interviewing3m
Interview - Kim Moyers from First United Bank & Trust29m
Interview - Kim Moyers - Personal Job Experiences6m
Employment Tests3m
Final Selection5m
Q&A - Scott Throckmorton from Fastenal13m
Summary - Week 21m
Reading3 readings
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
Quiz1 practice exercise
Week 230m
Week
3
Hours to complete
3 hours to complete

The Role of Training in Sales Force Development

In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training....
Reading
11 videos (Total 39 min), 3 readings, 3 quizzes
Video11 videos
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
Interview - Jerry R. Simpson from Borden Office Equipment15m
Q&A - Jerry R. Simpson3m
Summary - Week 32m
Reading3 readings
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
Quiz1 practice exercise
Week 330m
Week
4
Hours to complete
4 hours to complete

Motivating the Sales Force

Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program....
Reading
11 videos (Total 64 min), 4 readings, 2 quizzes
Video11 videos
Overview of Motivation1m
ERG Theory4m
Reward and Incentive Programs2m
Closing Thoughts3m
Theories of Motivation2m
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112m
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27m
Q&A - Jerry R. Simpson - Motivating the Sales Force1m
Interview - Dan Adams from Advanced Heating & Cooling - Part 125m
Summary - Week 41m
Reading4 readings
One More Time: How do you Motivate Employees?20m
The Science of Motivating Sales People - The Carrot and Stick Must Go40m
9 Super Effective Ways to Motivate Your Team10m
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20m
Quiz1 practice exercise
Week 430m

Instructors

Avatar

Michael F. Walsh, Ph.D.

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

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
Avatar

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.

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