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- Overview of Specialization - Sales Operations & Management
- Instructor Introductions and Orientation to Sales Specialization
- History of Sales - Part 1
- History of Sales - Part 2
- History of Sales - Part 3
- History of Sales - Part 4
- History of Sales - Part 5
- Q&A - Week 1
- Introduction to Account Management & Sales Force Design
- Strategic Plans
- Porter's 5-Forces Model
- Applying Porter's 5-Forces Model
- Q&A - Week 2
- Introduction - Week 3
- Evolution of Sales
- Sales Managers Jobs
- What Does a Sales Manager Do?
- Life of a Sales Manager
- Skills You Need
- Emerging Trends and Challenges
- Pharmaceutical Sales Overview
- Interview - Lee Hardesty from AstraZeneca
- Summary - Week 3
- Q&A - Week 3
- Introduction - Week 4
- Inside Vs. Outside Sales
- Buying Centers
- What is a Sale?
- Marketing Vs. Sales
- Personal Sales
- Personal Selling
- Personal Selling Process
- Sales Satisfaction-Dissatisfaction
- Interview - Scott Wilkie from PwC
- Summary - Week 4
- Q&A - Week 4