About this Course

20,242 recent views

Learner Career Outcomes

50%

started a new career after completing these courses

50%

got a tangible career benefit from this course
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 19 hours to complete
English

Learner Career Outcomes

50%

started a new career after completing these courses

50%

got a tangible career benefit from this course
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 19 hours to complete
English

Offered by

Placeholder

West Virginia University

Syllabus - What you will learn from this course

Week
1

Week 1

4 hours to complete

Sales Force Selection, Recruitment, Motivation, and Evaluation

4 hours to complete
9 videos (Total 61 min), 4 readings, 3 quizzes
9 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
4 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
1 practice exercise
Week 130m
Week
2

Week 2

3 hours to complete

Sales Force Recruitment

3 hours to complete
8 videos (Total 66 min), 3 readings, 2 quizzes
8 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
3 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
1 practice exercise
Week 230m
Week
3

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
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
3 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
1 practice exercise
Week 330m
Week
4

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
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
4 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
1 practice exercise
Week 430m

Reviews

TOP REVIEWS FROM SALES FORCE MANAGEMENT

View all reviews

About the Sales Operations/Management Specialization

Sales Operations/Management

Frequently Asked Questions

More questions? Visit the Learner Help Center.