This course is part of the Sales Operations/Management Specialization

4.6
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87 ratings

Michael F. Walsh, Ph.D. +2 more instructors

8,240 already enrolled

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Sales Operations/Management SpecializationWest Virginia University

About this Course

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The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.

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Course 2 of 5 in the

Sales Operations/Management Specialization

Approx. 18 hours to complete

English

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Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 5 in the

Sales Operations/Management Specialization

Approx. 18 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructors

Instructor rating

4.75/5 (12 Ratings)

Offered by

West Virginia University

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Syllabus - What you will learn from this course

Week1

Week 1

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.

4 hours to complete

9 videos (Total 61 min), 4 readings, 3 quizzes

9 videos

Introduction - Week 14mOverview of Recruitment Process4mJob Analysis3mDuties of a Salesperson3mJob Qualifications4mRecruitment Funnel and Recruitment Sources8mInterview - Mike Cunningham from Fastenal28mInterview - Mike Cunningham - Fastenal Vending Machine1mSummary - Week 12m

4 readings

Sales Recruiters: How to Hire Top Sales People10mTop Ways to Make Your Company More Marketable to Job Seekers in 201810mTen Shameful Recruiting Practices That Drive Candidates Away10mFastenal Overview Video6m

1 practice exercise

Week 130m

Week2

Week 2

3 hours to complete

Sales Force Recruitment

3 hours to complete

8 videos (Total 66 min), 3 readings, 2 quizzes

8 videos

Introduction - Week 22mInterviewing3mInterview - Kim Moyers from First United Bank & Trust29mInterview - Kim Moyers - Personal Job Experiences6mEmployment Tests3mFinal Selection5mQ&A - Scott Throckmorton from Fastenal13mSummary - Week 21m

3 readings

The Complete Guide to The Most Effective Sales Interview Questions30m10 of the Best Recruiting Assessment Tools20mReferences: Their Importance in the Recruitment Process20m

1 practice exercise

Week 230m

Week3

Week 3

3 hours to complete

The Role of Training in Sales Force Development

3 hours to complete

11 videos (Total 39 min), 3 readings, 3 quizzes

11 videos

Introduction - Week 31mKeys to Sales Training1mSales Training Development Process - Part 12mSales Training Development Process - Part 22mSales Training Content1mImportance of Sales Training1mTraining Methods4mEmerging Training Methods1mInterview - Jerry R. Simpson from Borden Office Equipment15mQ&A - Jerry R. Simpson3mSummary - Week 32m

3 readings

The Business Case for Sales Training20mScheduling Sales Force Training: Theory and Evidence30mOnce is Not Enough: Why Sales Training Reinforcement is a Must-Have10m

1 practice exercise

Week 330m

Week4

Week 4

4 hours to complete

Motivating the Sales Force

4 hours to complete

11 videos (Total 64 min), 4 readings, 2 quizzes

11 videos

Introduction - Week 41mOverview of Motivation1mERG Theory4mReward and Incentive Programs2mClosing Thoughts3mTheories of Motivation2mInterview - Jerry R. Simpson - Motivating the Sales Force - Part 112mInterview - Jerry R. Simpson - Motivating the Sales Force - Part 27mQ&A - Jerry R. Simpson - Motivating the Sales Force1mInterview - Dan Adams from Advanced Heating & Cooling - Part 125mSummary - Week 41m

4 readings

One More Time: How do you Motivate Employees?20mThe Science of Motivating Sales People - The Carrot and Stick Must Go40m9 Super Effective Ways to Motivate Your Team10mHow to Motivate Your Sales Team: 8 Tried-and-True Strategies20m

1 practice exercise

Week 430m

Reviews

4.6

16 reviews

5 stars
72.41%
4 stars
18.39%
3 stars
5.74%
2 stars
1.14%
1 star
2.29%

TOP REVIEWS FROM SALES FORCE MANAGEMENT

by LGAug 24, 2020

It is a great course to take to have career advancement in the field of sales and marketing. Thank you Professor who hosted this course in this platform. Memorable learning experience gained.

by GApr 18, 2019

This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete

by OOAug 5, 2019

In-depth and very practical delivery of the course. Thank you

by GYJun 14, 2020

Extremely interesting , case studies make you think , lots of knowledge in this session but again Peer Reviews remain slow affecting your certification

View all reviews

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.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
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.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Sales Force Management

About this Course

Instructors

Michael F. Walsh, Ph.D.

Suzanne C. Bal

Emily C. Tanner, Ph.D.

Offered by

West Virginia University

Syllabus - What you will learn from this course

Sales Force Selection, Recruitment, Motivation, and Evaluation

Sales Force Recruitment

The Role of Training in Sales Force Development

Motivating the Sales Force

Sales Force Evaluation

Reviews

TOP REVIEWS FROM SALES FORCE MANAGEMENT

About the Sales Operations/Management Specialization

Frequently Asked Questions

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Sales Force Management

About this Course

Instructors

Michael F. Walsh, Ph.D.

Suzanne C. Bal

Emily C. Tanner, Ph.D.

Offered by

West Virginia University

Syllabus - What you will learn from this course

Sales Force Selection, Recruitment, Motivation, and Evaluation

Sales Force Recruitment

The Role of Training in Sales Force Development

Motivating the Sales Force

Sales Force Evaluation

Reviews

TOP REVIEWS FROM SALES FORCE MANAGEMENT

About the Sales Operations/Management Specialization

Frequently Asked Questions

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