About this Course

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Flexible deadlines
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Approx. 15 hours to complete
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. 15 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

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

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
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
3

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

Week 4

2 hours to complete

Evaluation

2 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

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About the Sales Operations/Management Specialization

Sales Operations/Management

Frequently Asked Questions

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