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.
9,313 人已注册
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
完成课程大约需要 6 个月
建议进度：3 小时/周
英语（English）
字幕：英语（English）, 阿拉伯语（Arabic）, 法语（French）, （欧洲人讲的）葡萄牙语, 意大利语, 越南语, 德语（German）, 俄语（Russian）, 西班牙语（Spanish）
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。
完成课程大约需要 6 个月
建议进度：3 小时/周
英语（English）
字幕：英语（English）, 阿拉伯语（Arabic）, 法语（French）, （欧洲人讲的）葡萄牙语, 意大利语, 越南语, 德语（German）, 俄语（Russian）, 西班牙语（Spanish）
专项课程的运作方式
加入课程
Coursera 专项课程是帮助您掌握一门技能的一系列课程。若要开始学习，请直接注册专项课程，或预览专项课程并选择您要首先开始学习的课程。当您订阅专项课程的部分课程时，您将自动订阅整个专项课程。您可以只完成一门课程，您可以随时暂停学习或结束订阅。访问您的学生面板，跟踪您的课程注册情况和进度。
实践项目
每个专项课程都包括实践项目。您需要成功完成这个（些）项目才能完成专项课程并获得证书。如果专项课程中包括单独的实践项目课程，则需要在开始之前完成其他所有课程。
获得证书
在结束每门课程并完成实践项目之后，您会获得一个证书，您可以向您的潜在雇主展示该证书并在您的职业社交网络中分享。
此专项课程包含 5 门课程
Account Management & Sales Force Design
192 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
78 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
29 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
39 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
退款政策是如何规定的？
我可以只注册一门课程吗？
有助学金吗？
我可以免费学习课程吗？
此课程是 100% 在线学习吗？是否需要现场参加课程？
完成专项课程需要多长时间？
What background knowledge is necessary?
Do I need to take the courses in a specific order?
完成专项课程后我会获得大学学分吗？
What will I be able to do upon completing the Specialization?
还有其他问题吗？请访问 学生帮助中心。
