West Virginia University

Sales Force Management

This course is part of Sales Operations/Management Specialization

Taught in English

Some content may not be translated

Michael F. Walsh, Ph.D.
Suzanne C. Bal
Emily C. Tanner, Ph.D.

Instructors: Michael F. Walsh, Ph.D.

10,098 already enrolled

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Course

Gain insight into a topic and learn the fundamentals

4.6

(94 reviews)

18 hours (approximately)
Flexible schedule
Learn at your own pace

Details to know

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Assessments

5 quizzes

Course

Gain insight into a topic and learn the fundamentals

4.6

(94 reviews)

18 hours (approximately)
Flexible schedule
Learn at your own pace

See how employees at top companies are mastering in-demand skills

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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
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There are 5 modules in this course

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.

What's included

9 videos4 readings1 quiz2 peer reviews

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.

What's included

8 videos3 readings1 quiz1 peer review

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.

What's included

11 videos3 readings1 quiz2 peer reviews

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.

What's included

11 videos4 readings1 quiz1 peer review

In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.

What's included

10 videos2 readings1 quiz2 peer reviews

Instructors

Instructor ratings
4.8 (12 ratings)
Michael F. Walsh, Ph.D.
West Virginia University
5 Courses31,206 learners
Suzanne C. Bal
West Virginia University
5 Courses31,206 learners

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4.6

94 reviews

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