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.
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第 1 门课程（共 5 门）
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完成时间大约为15 小时
英语（English）
字幕：英语（English）, 越南语
讲师
可分享的证书
完成后获得证书
100% 在线
立即开始，按照自己的计划学习。
第 1 门课程（共 5 门）
可灵活调整截止日期
根据您的日程表重置截止日期。
完成时间大约为15 小时
英语（English）
字幕：英语（English）, 越南语
提供方
西弗吉尼亚大学
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.
教学大纲 - 您将从这门课程中学到什么
完成时间为 3 小时
Introduction and Overview
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.
完成时间为 3 小时
8 个视频 （总计 68 分钟）, 4 个阅读材料, 2 个测验
8 个视频
Instructor Introductions and Orientation to Sales Specialization9分钟
History of Sales - Part 17分钟
History of Sales - Part 24分钟
History of Sales - Part 35分钟
History of Sales - Part 44分钟
History of Sales - Part 57分钟
Q&A - Week 119分钟
4 个阅读材料
The Growing Power of Inside Sales10分钟
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10分钟
6 Common Types of Sales Jobs: Which Is The Right One For You?10分钟
4 Areas of Essential Sales Skills10分钟
1 个练习
Week 130分钟
完成时间为 4 小时
Strategic Planning and Sales Management
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
完成时间为 4 小时
5 个视频 （总计 59 分钟）, 5 个阅读材料, 2 个测验
5 个视频
Strategic Plans6分钟
Porter's 5-Forces Model6分钟
Applying Porter's 5-Forces Model6分钟
Q&A - Week 237分钟
5 个阅读材料
Building A Customer-Obsessed Culture20分钟
Your Strategy Needs a Strategy15分钟
The Elements of a Successful Sales Business Plan30分钟
Five Steps to a Strategic Plan10分钟
Strategic Plan Template: What To Include In Yours15分钟
1 个练习
Week 230分钟
完成时间为 4 小时
Brief Overview of Sales Management
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.
完成时间为 4 小时
11 个视频 （总计 78 分钟）, 5 个阅读材料, 3 个测验
11 个视频
Evolution of Sales2分钟
Sales Managers Jobs1分钟
What Does a Sales Manager Do?3分钟
Life of a Sales Manager4分钟
Skills You Need6分钟
Emerging Trends and Challenges2分钟
Pharmaceutical Sales Overview14分钟
Interview - Lee Hardesty from AstraZeneca23分钟
Summary - Week 339
Q&A - Week 317分钟
5 个阅读材料
Sales Management Definition, Process, Strategies and Resources30分钟
The Four Phases In Sales Management Evolution15分钟
10 Management Skills that Make the Best Sales Managers Stand Out10分钟
A Day In The Life Of A Sales Manager10分钟
Emerging Trends in Sales Management15分钟
1 个练习
Week 330分钟
完成时间为 4 小时
Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
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.
完成时间为 4 小时
12 个视频 （总计 63 分钟）, 4 个阅读材料, 2 个测验
12 个视频
Inside Vs. Outside Sales6分钟
Buying Centers4分钟
What is a Sale?41
Marketing Vs. Sales1分钟
Personal Sales34
Personal Selling1分钟
Personal Selling Process4分钟
Sales Satisfaction-Dissatisfaction14分钟
Interview - Scott Wilkie from PwC9分钟
Summary - Week 42分钟
Q&A - Week 414分钟
4 个阅读材料
Inside Vs. Outside Sales10分钟
Major Sales: Who Really Does the Buying?30分钟
Buying Center in Industrial Marketing10分钟
Sales vs. Marketing - Marketing Always Changes10分钟
1 个练习
Week 430分钟
审阅
来自ACCOUNT MANAGEMENT & SALES FORCE DESIGN的热门评论
由 GY 提供Jun 10, 2020
The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done
由 DF 提供Jun 29, 2020
The voice of the host of the course is a bit monotonous but the content is good so it kept my attention focus throughout the whole course. Recommended course
由 AK 提供May 13, 2020
This course basically helps me to understand sales, marketing concepts and improve analytical skills in sales field and how to work as salesperson.
由 RB 提供Sep 1, 2019
It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.
关于 Sales Operations/Management 专项课程
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:
常见问题
我什么时候能够访问课程视频和作业？
讲座和作业的访问权限取决于您的注册类型。如果您以旁听模式参加课程，则可以免费查看大多数课程资料。要访问评分作业并获得证书，您需要在旁听期间或之后购买证书体验。如果看不到旁听选项：
- 课程可能不提供旁听选项。您可以尝试免费试用，也可以申请助学金。
- 课程可能会改为提供'完整课程，没有证书'。通过此选项，您可以查看所有课程材料、提交所要求的作业，以及获得最终成绩。这也意味着您将无法购买证书体验。
我订阅此专项课程后会得到什么？
您注册课程后，将有权访问专项课程中的所有课程，并且会在完成课程后获得证书。您的电子课程证书将添加到您的成就页中，您可以通过该页打印您的课程证书或将其添加到您的领英档案中。如果您只想阅读和查看课程内容，可以免费旁听课程。
Is financial aid available?
是的，Coursera 可以为无法承担费用的学生提供助学金。通过点击左侧“注册”按钮下的“助学金”链接可以申请助学金。您可以根据屏幕提示完成申请，申请获批后会收到通知。您需要针对专项课程中的每一门课程完成上述步骤，包括毕业项目。了解更多。
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