About this Course

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Flexible deadlines
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Approx. 16 hours to complete
Subtitles: English
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. 16 hours to complete
Subtitles: English

Offered by

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West Virginia University

Syllabus - What you will learn from this course


Week 1

4 hours to complete

Overall Sales Function & Reporting Structure

4 hours to complete
6 videos (Total 36 min), 5 readings, 1 quiz
6 videos
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Q&A Week 317m
5 readings
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10m
The Elements of a Successful Sales Business Plan15m
Sales Management Definition, Process, Strategies and Resources30m
The Four Phases In Sales Management Evolution15m
10 Management Skills that Make the Best Sales Managers Stand Out10m

Week 2

5 hours to complete

Recruitment and Training

5 hours to complete
15 videos (Total 52 min), 8 readings, 1 quiz
15 videos
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Employment Tests3m
Final Selection5m
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
8 readings
Sales Recruiters: How to Hire Top Sales People10m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
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

Week 3

3 hours to complete

Territories and Compensation

3 hours to complete
9 videos (Total 60 min), 3 readings, 1 quiz
9 videos
Factors in Territory Management1m
Q&A on Territories8m
Goals of a Sales Compensation Plan1m
Indirect Monetary Compensation31s
Q&A on Compensation19m
Sales Force Expenses2m
Goals of Sales Expense Plan1m
Q&A on Sales Expenses23m
3 readings
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories10m
Motivating Salespeople: What Really Works10m

Week 4

3 hours to complete


3 hours to complete
6 videos (Total 29 min), 3 readings, 1 quiz
6 videos
Elements of Sales Performance Evaluation54s
Sales Expense Analysis1m
Q&A on Sales Performance Evaluation19m
Challenges in Sales Evaluations1m
Contemporary Approach to Sales Force Evaluations3m
3 readings
How to Measure Sales Performance10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
The New Science of Sales Force Productivity10m

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

  • 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.
  • 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.

  • If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

  • Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.

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