This course is part of the Sales Operations/Management Specialization

Emily C. Tanner, Ph.D. +2 more instructors

Offered By

Sales Operations/Management SpecializationWest Virginia University

About this Course

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In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.

Shareable Certificate

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Course 5 of 5 in the

Sales Operations/Management Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 15 hours to complete

English

Subtitles: English

Instructors

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 5 of 5 in the

Sales Operations/Management Specialization

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 15 hours to complete

English

Subtitles: English

Offered by

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.

Syllabus - What you will learn from this course

Week

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

Sales Manager's Jobs1m

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

Week 2

5 hours to complete

Recruitment and Training

5 hours to complete

15 videos (Total 52 min), 8 readings, 1 quiz

15 videos

Overview of Recruitment Process4m

Job Analysis3m

Duties of a Salesperson3m

Job Qualifications4m

Recruitment Funnel and Recruitment Sources8m

Interviewing3m

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

Week 3

3 hours to complete

Territories and Compensation

3 hours to complete

9 videos (Total 60 min), 3 readings, 1 quiz

9 videos

Developing a Sales Territory Plan54s

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

Week 4

2 hours to complete

Evaluation

2 hours to complete

6 videos (Total 29 min), 3 readings, 1 quiz

6 videos

Sales Evaluation1m

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.

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, 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.

More questions? Visit the Learner Help Center.

Sales Operations: Final Project