About this Specialization

4,035 recent views
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.
Shareable Certificate
Earn a Certificate upon completion
100% online courses
Start instantly and learn at your own schedule.
Flexible Schedule
Set and maintain flexible deadlines.
Beginner Level
Approximately 6 months to complete
Suggested pace of 3 hours/week
English
Shareable Certificate
Earn a Certificate upon completion
100% online courses
Start instantly and learn at your own schedule.
Flexible Schedule
Set and maintain flexible deadlines.
Beginner Level
Approximately 6 months to complete
Suggested pace of 3 hours/week
English

How the Specialization Works

Take Courses

A Coursera Specialization is a series of courses that helps you master a skill. To begin, enroll in the Specialization directly, or review its courses and choose the one you'd like to start with. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. It’s okay to complete just one course — you can pause your learning or end your subscription at any time. Visit your learner dashboard to track your course enrollments and your progress.

Hands-on Project

Every Specialization includes a hands-on project. You'll need to successfully finish the project(s) to complete the Specialization and earn your certificate. If the Specialization includes a separate course for the hands-on project, you'll need to finish each of the other courses before you can start it.

Earn a Certificate

When you finish every course and complete the hands-on project, you'll earn a Certificate that you can share with prospective employers and your professional network.

There are 5 Courses in this Specialization

Course1

Course 1

Account Management & Sales Force Design

4.5
stars
181 ratings
47 reviews
Course2

Course 2

Sales Force Management

4.6
stars
70 ratings
14 reviews
Course3

Course 3

Compensation, Expenses and Quotas

4.5
stars
26 ratings
5 reviews
Course4

Course 4

Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

4.4
stars
32 ratings
9 reviews

Offered by

Placeholder

West Virginia University

Frequently Asked Questions

More questions? Visit the Learner Help Center.