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.
本课程是 Sales Operations/Management 专项课程 专项课程的一部分
Account Management & Sales Force Design
提供方
教学大纲 - 您将从这门课程中学到什么
周
1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.
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
周
2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.
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
周
3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.
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
周
4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.
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
The Challenge of Selling to a Buying Center10分钟
Sales vs. Marketing - Marketing Always Changes10分钟
1 个练习
Week 430分钟
4.3
13 条评论来自Account Management & Sales Force Design的热门评论
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.
This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.
讲师
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
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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:
· 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.
常见问题
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