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.
Account Management & Sales Force Design
This course is part of Sales Operations/Management Specialization
Taught in English
Some content may not be translated
Instructors: Michael F. Walsh, Ph.D.
Sponsored by University of Virginia
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(248 reviews)
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(248 reviews)
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There are 4 modules in this course
This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.
What's included
8 videos4 readings1 quiz1 peer review
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
What's included
5 videos5 readings1 quiz1 peer review
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.
What's included
11 videos5 readings1 quiz2 peer reviews
This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.
What's included
12 videos4 readings1 quiz1 peer review
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West Virginia University
West Virginia University
West Virginia University
West Virginia University
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