このコースについて
5,150 最近の表示

次における5の2コース

100%オンライン

自分のスケジュールですぐに学習を始めてください。

柔軟性のある期限

スケジュールに従って期限をリセットします。

約14時間で修了

推奨:5 hours/week...

英語

字幕:英語, ベトナム語

次における5の2コース

100%オンライン

自分のスケジュールですぐに学習を始めてください。

柔軟性のある期限

スケジュールに従って期限をリセットします。

約14時間で修了

推奨:5 hours/week...

英語

字幕:英語, ベトナム語

シラバス - 本コースの学習内容

1
4時間で修了

Sales Force Selection, Recruitment, Motivation, and Evaluation

This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people....
9件のビデオ (合計61分), 4 readings, 3 quizzes
9件のビデオ
Overview of Recruitment Process4 分
Job Analysis3 分
Duties of a Salesperson3 分
Job Qualifications4 分
Recruitment Funnel and Recruitment Sources8 分
Interview - Mike Cunningham from Fastenal28 分
Interview - Mike Cunningham - Fastenal Vending Machine1 分
Summary - Week 12 分
4件の学習用教材
Sales Recruiters: How to Hire Top Sales People10 分
Top Ways to Make Your Company More Marketable to Job Seekers in 201810 分
Ten Shameful Recruiting Practices That Drive Candidates Away10 分
Fastenal Overview Video6 分
1の練習問題
Week 130 分
2
3時間で修了

Sales Force Recruitment

This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover....
8件のビデオ (合計66分), 3 readings, 2 quizzes
8件のビデオ
Interviewing3 分
Interview - Kim Moyers from First United Bank & Trust29 分
Interview - Kim Moyers - Personal Job Experiences6 分
Employment Tests3 分
Final Selection5 分
Q&A - Scott Throckmorton from Fastenal13 分
Summary - Week 21 分
3件の学習用教材
The Complete Guide to The Most Effective Sales Interview Questions30 分
10 of the Best Recruiting Assessment Tools20 分
References: Their Importance in the Recruitment Process20 分
1の練習問題
Week 230 分
3
3時間で修了

The Role of Training in Sales Force Development

In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training....
11件のビデオ (合計39分), 3 readings, 3 quizzes
11件のビデオ
Keys to Sales Training1 分
Sales Training Development Process - Part 12 分
Sales Training Development Process - Part 22 分
Sales Training Content1 分
Importance of Sales Training1 分
Training Methods4 分
Emerging Training Methods1 分
Interview - Jerry R. Simpson from Borden Office Equipment15 分
Q&A - Jerry R. Simpson3 分
Summary - Week 32 分
3件の学習用教材
The Business Case for Sales Training20 分
Scheduling Sales Force Training: Theory and Evidence30 分
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10 分
1の練習問題
Week 330 分
4
4時間で修了

Motivating the Sales Force

Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program....
11件のビデオ (合計64分), 4 readings, 2 quizzes
11件のビデオ
Overview of Motivation1 分
ERG Theory4 分
Reward and Incentive Programs2 分
Closing Thoughts3 分
Theories of Motivation2 分
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112 分
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27 分
Q&A - Jerry R. Simpson - Motivating the Sales Force1 分
Interview - Dan Adams from Advanced Heating & Cooling - Part 125 分
Summary - Week 41 分
4件の学習用教材
One More Time: How do you Motivate Employees?20 分
The Science of Motivating Sales People - The Carrot and Stick Must Go40 分
9 Super Effective Ways to Motivate Your Team10 分
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20 分
1の練習問題
Week 430 分
5
4時間で修了

Sales Force Evaluation

In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals....
10件のビデオ (合計53分), 2 readings, 3 quizzes
10件のビデオ
Challenges in Sales Evaluations1 分
Contemporary Approach to Sales Force Evaluations3 分
Output Factors2 分
Input Factors3 分
Types of Performance Appraisal techniques3 分
Interview - Jerry R. Simpson11 分
Q&A - Jerry R. Simpson1 分
Interview - Dan Adams - Part 220 分
Summary - Week 51 分
2件の学習用教材
Characteristics of Performance Appraisals and Their Impact on Sales Force Satisfaction30 分
The New Science of Sales Force Productivity20 分
1の練習問題
Week 530 分
4.6
2件のレビューChevron Right

人気のレビュー

by GApr 19th 2019

This course covers everything you need to know about sales force management. However, I am having a hard time getting everything graded to show the class is complete

講師

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Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
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Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics

ウェストバージニア大学(West Virginia University)について

Founded in 1867, West Virginia University is moving toward a global destiny. World-class faculty are exploring everything from pulsars to nanoscale technology. Rated as the #2 public university at which to do research and a top-20 best place to work in academia, WVU is collaborating with international academic and research partners....

Sales Operations/Managementの専門講座について

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....
Sales Operations/Management

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