About this Course
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다음 전문 분야의 5개 강좌 중 1번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

완료하는 데 약 18시간 필요

권장: 4 hours/week...

영어

자막: 영어, 베트남어

다음 전문 분야의 5개 강좌 중 1번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

완료하는 데 약 18시간 필요

권장: 4 hours/week...

영어

자막: 영어, 베트남어

Course을(를) 수강하는 학습자

  • Account Managers
  • Sales Associates
  • Business Developers
  • Operations Analysts
  • Marketing Specialists

강의 계획 - 이 강좌에서 배울 내용

1
완료하는 데 3시간 필요

Introduction and Overview

8개 동영상 (총 68분), 4 readings, 2 quizzes
8개의 동영상
Instructor Introductions and Orientation to Sales Specialization9m
History of Sales - Part 17m
History of Sales - Part 24m
History of Sales - Part 35m
History of Sales - Part 44m
History of Sales - Part 57m
Q&A - Week 119m
4개의 읽기 자료
The Growing Power of Inside Sales10m
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10m
6 Common Types of Sales Jobs: Which Is The Right One For You?10m
4 Areas of Essential Sales Skills10m
1개 연습문제
Week 130m
2
완료하는 데 4시간 필요

Strategic Planning and Sales Management

5개 동영상 (총 59분), 5 readings, 2 quizzes
5개의 동영상
Strategic Plans6m
Porter's 5-Forces Model6m
Applying Porter's 5-Forces Model6m
Q&A - Week 237m
5개의 읽기 자료
Building A Customer-Obsessed Culture20m
Your Strategy Needs a Strategy15m
The Elements of a Successful Sales Business Plan30m
Five Steps to a Strategic Plan10m
Strategic Plan Template: What To Include In Yours15m
1개 연습문제
Week 230m
3
완료하는 데 4시간 필요

Brief Overview of Sales Management

11개 동영상 (총 78분), 5 readings, 3 quizzes
11개의 동영상
Evolution of Sales2m
Sales Managers Jobs1m
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Pharmaceutical Sales Overview14m
Interview - Lee Hardesty from AstraZeneca23m
Summary - Week 339
Q&A - Week 317m
5개의 읽기 자료
Sales Management Definition, Process, Strategies and Resources30m
The Four Phases In Sales Management Evolution15m
10 Management Skills that Make the Best Sales Managers Stand Out10m
A Day In The Life Of A Sales Manager10m
Emerging Trends in Sales Management15m
1개 연습문제
Week 330m
4
완료하는 데 4시간 필요

Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process

12개 동영상 (총 63분), 4 readings, 2 quizzes
12개의 동영상
Inside Vs. Outside Sales6m
Buying Centers4m
What is a Sale?41
Marketing Vs. Sales1m
Personal Sales34
Personal Selling1m
Personal Selling Process4m
Sales Satisfaction-Dissatisfaction14m
Interview - Scott Wilkie from PwC9m
Summary - Week 42m
Q&A - Week 414m
4개의 읽기 자료
Inside Vs. Outside Sales10m
Major Sales: Who Really Does the Buying?30m
The Challenge of Selling to a Buying Center10m
Sales vs. Marketing - Marketing Always Changes10m
1개 연습문제
Week 430m
4.4
9개의 리뷰Chevron Right

Account Management & Sales Force Design의 최상위 리뷰

대학: RBSep 2nd 2019

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.

대학: GMar 19th 2019

This course gave me a better understanding of what a sales force manager does and the expectations of a manager / director.

강사

Avatar

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

웨스트 버지니아 대학교 정보

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....

Sales Operations/Management 전문 분야 정보

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

자주 묻는 질문

  • 강좌에 등록하면 바로 모든 비디오, 테스트 및 프로그래밍 과제(해당하는 경우)에 접근할 수 있습니다. 상호 첨삭 과제는 이 세션이 시작된 경우에만 제출하고 검토할 수 있습니다. 강좌를 구매하지 않고 살펴보기만 하면 특정 과제에 접근하지 못할 수 있습니다.

  • 강좌를 등록하면 전문 분야의 모든 강좌에 접근할 수 있고 강좌를 완료하면 수료증을 취득할 수 있습니다. 전자 수료증이 성취도 페이지에 추가되며 해당 페이지에서 수료증을 인쇄하거나 LinkedIn 프로필에 수료증을 추가할 수 있습니다. 강좌 내용만 읽고 살펴보려면 해당 강좌를 무료로 청강할 수 있습니다.

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