In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.
提供：
シラバス - 本コースの学習内容
週
14時間で修了
Overall Sales Function & Reporting Structure
6件のビデオ （合計36分）, 5 readings, 1 quiz
6件のビデオ
What Does a Sales Manager Do?3 分
Life of a Sales Manager4 分
Skills You Need6 分
Emerging Trends and Challenges2 分
Q&A Week 317 分
5件の学習用教材
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10 分
The Elements of a Successful Sales Business Plan15 分
Sales Management Definition, Process, Strategies and Resources30 分
The Four Phases In Sales Management Evolution15 分
10 Management Skills that Make the Best Sales Managers Stand Out10 分
週
25時間で修了
Recruitment and Training
15件のビデオ （合計52分）, 8 readings, 1 quiz
15件のビデオ
Job Analysis3 分
Duties of a Salesperson3 分
Job Qualifications4 分
Recruitment Funnel and Recruitment Sources8 分
Interviewing3 分
Employment Tests3 分
Final Selection5 分
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
8件の学習用教材
Sales Recruiters: How to Hire Top Sales People10 分
Ten Shameful Recruiting Practices That Drive Candidates Away10 分
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
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
週
33時間で修了
Territories and Compensation
9件のビデオ （合計60分）, 3 readings, 1 quiz
9件のビデオ
Factors in Territory Management1 分
Q&A on Territories8 分
Goals of a Sales Compensation Plan1 分
Indirect Monetary Compensation31
Q&A on Compensation19 分
Sales Force Expenses2 分
Goals of Sales Expense Plan1 分
Q&A on Sales Expenses23 分
3件の学習用教材
One Size Fits All? Not In Sales Territory Planning10 分
Get Off My Turf: Assigning Sales Territories10 分
Motivating Salespeople: What Really Works10 分
週
43時間で修了
Evaluation
6件のビデオ （合計29分）, 3 readings, 1 quiz
6件のビデオ
Elements of Sales Performance Evaluation54
Sales Expense Analysis1 分
Q&A on Sales Performance Evaluation19 分
Challenges in Sales Evaluations1 分
Contemporary Approach to Sales Force Evaluations3 分
3件の学習用教材
How to Measure Sales Performance10 分
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 分
The New Science of Sales Force Productivity10 分
講師
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege 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.
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