无需相关领域的预备知识无需相关经验。
Sales Operations/Management 专项课程
Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.
提供方
关于此 专项课程
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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.
应用的学习项目
The specialization project involves selecting 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. The purpose of the interview is to understand how one firm organizes and manages their sales function along the following parameters:
· Sales management
· Sales Organization
· Recruitment & Induction Process
· Territory allocation Process & Strategy
· Reporting structure and systems
· Compensation structure
· System of Evaluation
· Training & Development
· Students will apply the concepts learned in the specialization to guide and structure the interview as well as comparing and contrasting one firm’s practice with the “ideal” world as presented in the course.
可分享的证书
完成后获得证书
100% 在线课程
立即开始，按照自己的计划学习。
灵活的计划
设置并保持灵活的截止日期。
初级
完成时间大约为6 个月
建议 3 小时/周
英语（English）
字幕：英语（English）, 越南语
可分享的证书
完成后获得证书
100% 在线课程
立即开始，按照自己的计划学习。
灵活的计划
设置并保持灵活的截止日期。
初级
无需相关领域的预备知识无需相关经验。
完成时间大约为6 个月
建议 3 小时/周
英语（English）
字幕：英语（English）, 越南语
此专项课程包含 5 门课程
Account Management & Sales Force Design
150 个评分
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.
Sales Force Management
57 个评分
The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.
Compensation, Expenses and Quotas
24 个评分
This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
28 个评分
In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
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.
常见问题
完成专项课程后我会获得大学学分吗？
此专项课程不提供大学学分，但部分大学可能会选择接受专项课程证书作为学分。查看您的合作院校，了解详情。Coursera 上的在线学位和 Mastertrack™ 证书提供获得大学学分的机会。
Can I just enroll in a single course?
如果订阅，您可以获得 7 天免费试听，在此期间，您可以取消课程，无需支付任何罚金。在此之后，我们不会退款，但您可以随时取消订阅。请阅读我们完整的退款政策。
我可以只注册一门课程吗？
可以！点击您感兴趣的课程卡开始注册即可。注册并完成课程后，您可以获得可共享的证书，或者您也可以旁听该课程免费查看课程资料。如果您订阅的课程是某专项课程的一部分，系统会自动为您订阅完整的专项课程。访问您的学生面板，跟踪您的进度。
Can I take the course for free?
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。
我可以免费学习课程吗？
完成注册课程后，您可以学习专项课程中的所有课程，并且完成作业后可以获得证书。如果您只想阅读和查看课程内容，可以免费旁听该课程。如果您无法承担课程费用，可以申请助学金。
此课程是 100% 在线学习吗？是否需要现场参加课程？
此课程完全在线学习，无需到教室现场上课。您可以通过网络或移动设备随时随地访问课程视频、阅读材料和作业。
完成专项课程需要多长时间？
This specialization assumes some familiarity with retail settings, but no specific knowledge is required.
Do I need to take the courses in a specific order?
It is strongly recommended that students complete all five courses in sequential order.
Will I earn university credit for completing the Specialization?
No university credit is available for this specialization.
完成专项课程后我会获得大学学分吗？
Upon completing this Specialization, you will be able to:
· 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.
还有其他问题吗？请访问 学生帮助中心。
