About this Course

다음 전문 분야의 5개 강좌 중 5번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

완료하는 데 약 10시간 필요

권장: 6 hours/week...

영어

자막: 영어

다음 전문 분야의 5개 강좌 중 5번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

완료하는 데 약 10시간 필요

권장: 6 hours/week...

영어

자막: 영어

강의 계획 - 이 강좌에서 배울 내용

1
완료하는 데 4시간 필요

Overall Sales Function & Reporting Structure

6개 동영상 (총 36분), 5 readings, 1 quiz
6개의 동영상
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Q&A Week 317m
5개의 읽기 자료
Introduction to Sales Operations/Management Capstone Course and Final Project Overview10m
The Elements of a Successful Sales Business Plan15m
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
2
완료하는 데 5시간 필요

Recruitment and Training

15개 동영상 (총 52분), 8 readings, 1 quiz
15개의 동영상
Job Analysis3m
Duties of a Salesperson3m
Job Qualifications4m
Recruitment Funnel and Recruitment Sources8m
Interviewing3m
Employment Tests3m
Final Selection5m
Keys to Sales Training1m
Sales Training Development Process - Part 12m
Sales Training Development Process - Part 22m
Sales Training Content1m
Importance of Sales Training1m
Training Methods4m
Emerging Training Methods1m
8개의 읽기 자료
Sales Recruiters: How to Hire Top Sales People10m
Ten Shameful Recruiting Practices That Drive Candidates Away10m
The Complete Guide to The Most Effective Sales Interview Questions30m
10 of the Best Recruiting Assessment Tools20m
References: Their Importance in the Recruitment Process20m
The Business Case for Sales Training20m
Scheduling Sales Force Training: Theory and Evidence30m
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10m
3
완료하는 데 3시간 필요

Territories and Compensation

9개 동영상 (총 60분), 3 readings, 1 quiz
9개의 동영상
Factors in Territory Management1m
Q&A on Territories8m
Goals of a Sales Compensation Plan1m
Indirect Monetary Compensation31
Q&A on Compensation19m
Sales Force Expenses2m
Goals of Sales Expense Plan1m
Q&A on Sales Expenses23m
3개의 읽기 자료
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories10m
Motivating Salespeople: What Really Works10m
4
완료하는 데 3시간 필요

Evaluation

6개 동영상 (총 29분), 3 readings, 1 quiz
6개의 동영상
Elements of Sales Performance Evaluation54
Sales Expense Analysis1m
Q&A on Sales Performance Evaluation19m
Challenges in Sales Evaluations1m
Contemporary Approach to Sales Force Evaluations3m
3개의 읽기 자료
How to Measure Sales Performance10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
The New Science of Sales Force Productivity10m

강사

Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, 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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Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of 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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