The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.
Evolution of Sales
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Reviews
May 13, 2020
This course basically helps me to understand sales, marketing concepts and improve analytical skills in sales field and how to work as salesperson.
Sep 1, 2019
It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.
From the lesson
Brief Overview of Sales Management
In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.
Taught By
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing
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