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.
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第 5 门课程（共 5 门）
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完成时间大约为10 小时
建议：6 hours/week
英语（English）
字幕：英语（English）
教学大纲 - 您将从这门课程中学到什么
周
1完成时间为 4 小时
Overall Sales Function & Reporting Structure
6 个视频 （总计 36 分钟）, 5 个阅读材料, 1 个测验
6 个视频
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
Q&A Week 317分钟
5 个阅读材料
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10分钟
The Elements of a Successful Sales Business Plan15分钟
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
周
2完成时间为 5 小时
Recruitment and Training
15 个视频 （总计 52 分钟）, 8 个阅读材料, 1 个测验
15 个视频
Job Analysis3分钟
Duties of a Salesperson3分钟
Job Qualifications4分钟
Recruitment Funnel and Recruitment Sources8分钟
Interviewing3分钟
Employment Tests3分钟
Final Selection5分钟
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
8 个阅读材料
Sales Recruiters: How to Hire Top Sales People10分钟
Ten Shameful Recruiting Practices That Drive Candidates Away10分钟
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
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
周
3完成时间为 3 小时
Territories and Compensation
9 个视频 （总计 60 分钟）, 3 个阅读材料, 1 个测验
9 个视频
Factors in Territory Management1分钟
Q&A on Territories8分钟
Goals of a Sales Compensation Plan1分钟
Indirect Monetary Compensation31
Q&A on Compensation19分钟
Sales Force Expenses2分钟
Goals of Sales Expense Plan1分钟
Q&A on Sales Expenses23分钟
3 个阅读材料
One Size Fits All? Not In Sales Territory Planning10分钟
Get Off My Turf: Assigning Sales Territories10分钟
Motivating Salespeople: What Really Works10分钟
周
4完成时间为 3 小时
Evaluation
6 个视频 （总计 29 分钟）, 3 个阅读材料, 1 个测验
6 个视频
Elements of Sales Performance Evaluation54
Sales Expense Analysis1分钟
Q&A on Sales Performance Evaluation19分钟
Challenges in Sales Evaluations1分钟
Contemporary Approach to Sales Force Evaluations3分钟
3 个阅读材料
How to Measure Sales Performance10分钟
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10分钟
The New Science of Sales Force Productivity10分钟
讲师
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
关于 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.
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.
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