About this Course
Specialization
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Flexible deadlines

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Available languages

English

Subtitles: English...
Specialization
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Available languages

English

Subtitles: English...

Syllabus - What you will learn from this course

Week
1
Hours to complete
4 hours to complete

Overall Sales Function & Reporting Structure

...
Reading
8 videos (Total 81 min), 7 readings, 1 quiz
Video8 videos
Q&A Week 237m
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
Reading7 readings
Introduction to Sales Operations/Management Capstone Course5m
The Elements of a Successful Sales Business Plan15m
Five Steps to a Strategic Plan10m
Strategic Plan Template: What To Include In Yours15m
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
Hours to complete
5 hours to complete

Recruitment and Training

...
Reading
15 videos (Total 52 min), 8 readings, 1 quiz
Video15 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
Reading8 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

Instructors

Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics

About 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....

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

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • 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.

More questions? Visit the Learner Help Center.