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
Account Management & Sales Force Design
This course is part of Sales Operations/Management Specialization
Instructors: Michael F. Walsh, Ph.D.
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Gain insight into a topic and learn the fundamentals.
4.5
(289 reviews)
1 week to complete
at 10 hours a week
Flexible schedule
Learn at your own pace
88%
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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.
- Learn new concepts from industry experts
- Gain a foundational understanding of a subject or tool
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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 assignment1 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 assignment1 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 assignment2 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 assignment1 peer review
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4.6 (71 ratings)Offered by
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4.5
289 reviews
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Showing 3 of 289
KN
5
Reviewed on Jun 12, 2020
I am so proud that I attend this amazing and reach course.Thank you Michael F. Walsh, Ph.D, Suzanne C. Bal and Emily C. Tanner, Ph.D .
FR
4
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.
M
5
Reviewed on Jan 29, 2019
It was great to join this course, great content and great teachers. Thank you #Coursera & #WVU ✨
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