课程信息
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专项课程

第 2 门课程(共 5 门)

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立即开始,按照自己的计划学习。
可灵活调整截止日期

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(小时)

完成时间大约为14 小时

建议:6 hours/week...
可选语言

英语(English)

字幕:英语(English)
专项课程

第 2 门课程(共 5 门)

100% 在线

100% 在线

立即开始,按照自己的计划学习。
可灵活调整截止日期

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(小时)

完成时间大约为14 小时

建议:6 hours/week...
可选语言

英语(English)

字幕:英语(English)

教学大纲 - 您将从这门课程中学到什么

1
完成时间(小时)
完成时间为 4 小时

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....
Reading
9 个视频 (总计 61 分钟), 4 个阅读材料, 3 个测验
Video9 个视频
Overview of Recruitment Process4分钟
Job Analysis3分钟
Duties of a Salesperson3分钟
Job Qualifications4分钟
Recruitment Funnel and Recruitment Sources8分钟
Interview - Mike Cunningham from Fastenal28分钟
Interview - Mike Cunningham - Fastenal Vending Machine1分钟
Summary - Week 12分钟
Reading4 个阅读材料
Sales Recruiters: How to Hire Top Sales People10分钟
Top Ways to Make Your Company More Marketable to Job Seekers in 201810分钟
Ten Shameful Recruiting Practices That Drive Candidates Away10分钟
Fastenal Overview Video6分钟
Quiz1 个练习
Week 130分钟
2
完成时间(小时)
完成时间为 3 小时

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....
Reading
8 个视频 (总计 66 分钟), 3 个阅读材料, 2 个测验
Video8 个视频
Interviewing3分钟
Interview - Kim Moyers from First United Bank & Trust29分钟
Interview - Kim Moyers - Personal Job Experiences6分钟
Employment Tests3分钟
Final Selection5分钟
Q&A - Scott Throckmorton from Fastenal13分钟
Summary - Week 21分钟
Reading3 个阅读材料
The Complete Guide to The Most Effective Sales Interview Questions30分钟
10 of the Best Recruiting Assessment Tools20分钟
References: Their Importance in the Recruitment Process20分钟
Quiz1 个练习
Week 230分钟
3
完成时间(小时)
完成时间为 3 小时

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....
Reading
11 个视频 (总计 39 分钟), 3 个阅读材料, 3 个测验
Video11 个视频
Keys to Sales Training1分钟
Sales Training Development Process - Part 12分钟
Sales Training Development Process - Part 22分钟
Sales Training Content1分钟
Importance of Sales Training1分钟
Training Methods4分钟
Emerging Training Methods1分钟
Interview - Jerry R. Simpson from Borden Office Equipment15分钟
Q&A - Jerry R. Simpson3分钟
Summary - Week 32分钟
Reading3 个阅读材料
The Business Case for Sales Training20分钟
Scheduling Sales Force Training: Theory and Evidence30分钟
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10分钟
Quiz1 个练习
Week 330分钟
4
完成时间(小时)
完成时间为 4 小时

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....
Reading
11 个视频 (总计 64 分钟), 4 个阅读材料, 2 个测验
Video11 个视频
Overview of Motivation1分钟
ERG Theory4分钟
Reward and Incentive Programs2分钟
Closing Thoughts3分钟
Theories of Motivation2分钟
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 112分钟
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 27分钟
Q&A - Jerry R. Simpson - Motivating the Sales Force1分钟
Interview - Dan Adams from Advanced Heating & Cooling - Part 125分钟
Summary - Week 41分钟
Reading4 个阅读材料
One More Time: How do you Motivate Employees?20分钟
The Science of Motivating Sales People - The Carrot and Stick Must Go40分钟
9 Super Effective Ways to Motivate Your Team10分钟
How to Motivate Your Sales Team: 8 Tried-and-True Strategies20分钟
Quiz1 个练习
Week 430分钟

讲师

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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

关于 West Virginia University

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....

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....
Sales Operations/Management

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