Account Management & Sales Force Design

Account Management & Sales Force Design

This course is part of Sales Operations/Management Specialization

Instructors: Michael F. Walsh, Ph.D.

Access provided by NIH/NIMH

29,785 already enrolled

4 modules

Gain insight into a topic and learn the fundamentals.

305 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

87%

Most learners liked this course

4 modules

Gain insight into a topic and learn the fundamentals.

305 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

87%

Most learners liked this course

Skills you'll gain

Details to know

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Assessments

4 assignments¹

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Taught in English

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This course is part of the Sales Operations/Management Specialization

When you enroll in this course, you'll also be enrolled in this Specialization.

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There are 4 modules in this course

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.

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 assignment1 peer review

8 videos Total 68 minutes

Overview of Specialization - Sales Operations & Management 7 minutes
Instructor Introductions and Orientation to Sales Specialization 10 minutes
History of Sales - Part 1 8 minutes
History of Sales - Part 2 4 minutes
History of Sales - Part 3 6 minutes
History of Sales - Part 4 5 minutes
History of Sales - Part 5 8 minutes
Q&A - Week 1 20 minutes

4 readings Total 40 minutes

The Growing Power of Inside Sales 10 minutes
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now 10 minutes
6 Common Types of Sales Jobs: Which Is The Right One For You? 10 minutes
4 Areas of Essential Sales Skills 10 minutes

1 assignment Total 30 minutes

Week 1 30 minutes

1 peer review Total 45 minutes

Salesperson Statements 45 minutes

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.

What's included

5 videos5 readings1 assignment1 peer review

5 videos Total 59 minutes

Introduction to Account Management & Sales Force Design 1 minute
Strategic Plans 7 minutes
Porter's 5-Forces Model 7 minutes
Applying Porter's 5-Forces Model 6 minutes
Q&A - Week 2 38 minutes

5 readings Total 90 minutes

Building A Customer-Obsessed Culture 20 minutes
Your Strategy Needs a Strategy 15 minutes
The Elements of a Successful Sales Business Plan 30 minutes
Five Steps to a Strategic Plan 10 minutes
Strategic Plan Template: What To Include In Yours 15 minutes

1 assignment Total 30 minutes

Week 2 30 minutes

1 peer review Total 60 minutes

Personal Mission and Vision 60 minutes

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 assignment2 peer reviews

11 videos Total 78 minutes

Introduction - Week 3 1 minute
Evolution of Sales 3 minutes
Sales Managers Jobs 1 minute
What Does a Sales Manager Do? 3 minutes
Life of a Sales Manager 4 minutes
Skills You Need 7 minutes
Emerging Trends and Challenges 3 minutes
Pharmaceutical Sales Overview 14 minutes
Interview - Lee Hardesty from AstraZeneca 24 minutes
Summary - Week 3 1 minute
Q&A - Week 3 18 minutes

5 readings Total 80 minutes

Sales Management Definition, Process, Strategies and Resources 30 minutes
The Four Phases In Sales Management Evolution 15 minutes
10 Management Skills that Make the Best Sales Managers Stand Out 10 minutes
A Day In The Life Of A Sales Manager 10 minutes
Emerging Trends in Sales Management 15 minutes

1 assignment Total 30 minutes

Week 3 30 minutes

2 peer reviews Total 60 minutes

Promotion Criteria 30 minutes
Services for Sales Managers 30 minutes

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 assignment1 peer review

12 videos Total 63 minutes

Introduction - Week 4 3 minutes
Inside Vs. Outside Sales 7 minutes
Buying Centers 5 minutes
What is a Sale? 1 minute
Marketing Vs. Sales 1 minute
Personal Sales 1 minute
Personal Selling 1 minute
Personal Selling Process 5 minutes
Sales Satisfaction-Dissatisfaction 14 minutes
Interview - Scott Wilkie from PwC 9 minutes
Summary - Week 4 2 minutes
Q&A - Week 4 14 minutes

4 readings Total 60 minutes

Inside Vs. Outside Sales 10 minutes
Major Sales: Who Really Does the Buying? 30 minutes
Buying Center in Industrial Marketing 10 minutes
Sales vs. Marketing - Marketing Always Changes 10 minutes

1 assignment Total 30 minutes

Week 4 30 minutes

1 peer review Total 60 minutes

Buying Center Concept 60 minutes

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Instructors

Instructor ratings

(76 ratings)

Michael F. Walsh, Ph.D.

West Virginia University

5 Courses 41,523 learners

Offered by

West Virginia University

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Reviewed on Apr 4, 2025

I think the content is good, but many things to read that are coming from pages that need to pay (HBR for instance) or even many links that are broken.

Reviewed on Apr 29, 2020

very good overview. Unfortunately the 2 ladies speak too fast. the rest is perfect.

Reviewed on Dec 10, 2022

Very thorough and practical course content. Would recommend to collegues , great value.

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