사전 경험이 필요하지 않습니다.
Sales Operations/Management 특화 과정
Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.
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이 전문 분야 정보
응용 학습 프로젝트
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.
사전 경험이 필요하지 않습니다.
이 전문 분야에는 5개의 강좌가 있습니다.
Account Management & Sales Force Design
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
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
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
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.
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웨스트 버지니아 대학교
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.
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전문 분야를 완료하면 대학 학점을 받을 수 있나요?
Can I just enroll in a single course?
하나의 강좌에만 등록할 수 있나요?
Can I take the course for free?
해당 강좌를 무료로 수강할 수 있나요?
이 강좌는 100% 온라인으로 진행되나요? 직접 참석해야 하는 수업이 있나요?
전문 분야를 완료하는 데 얼마나 걸리나요?
Do I need to take the courses in a specific order?
Will I earn university credit for completing the Specialization?
전문 분야를 완료하면 대학 학점을 받을 수 있나요?
궁금한 점이 더 있으신가요? 학습자 도움말 센터를 방문해 보세요.