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- Level Foundation
- Duration 15 hours
- Course by West Virginia University
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Offered by
About
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.Modules
Week 1 Activities
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8
Videos
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4
Readings
-
1
PeerReview
-
1
Assignment
1
Assignment
- Week 1
1
Peer Review
- Salesperson Statements
8
Videos
- Overview of Specialization - Sales Operations & Management
- Instructor Introductions and Orientation to Sales Specialization
- History of Sales - Part 1
- History of Sales - Part 2
- History of Sales - Part 3
- History of Sales - Part 4
- History of Sales - Part 5
- Q&A - Week 1
4
Readings
- The Growing Power of Inside Sales
- A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now
- 6 Common Types of Sales Jobs: Which Is The Right One For You?
- 4 Areas of Essential Sales Skills
Week 2 Activities
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5
Videos
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5
Readings
-
1
PeerReview
-
1
Assignment
1
Assignment
- Week 2
1
Peer Review
- Personal Mission and Vision
5
Videos
- Introduction to Account Management & Sales Force Design
- Strategic Plans
- Porter's 5-Forces Model
- Applying Porter's 5-Forces Model
- Q&A - Week 2
5
Readings
- Building A Customer-Obsessed Culture
- Your Strategy Needs a Strategy
- The Elements of a Successful Sales Business Plan
- Five Steps to a Strategic Plan
- Strategic Plan Template: What To Include In Yours
Week 3 Activities
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11
Videos
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5
Readings
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2
PeerReview
-
1
Assignment
1
Assignment
- Week 3
2
Peer Review
- Promotion Criteria
- Services for Sales Managers
11
Videos
- Introduction - Week 3
- Evolution of Sales
- Sales Managers Jobs
- What Does a Sales Manager Do?
- Life of a Sales Manager
- Skills You Need
- Emerging Trends and Challenges
- Pharmaceutical Sales Overview
- Interview - Lee Hardesty from AstraZeneca
- Summary - Week 3
- Q&A - Week 3
5
Readings
- Sales Management Definition, Process, Strategies and Resources
- The Four Phases In Sales Management Evolution
- 10 Management Skills that Make the Best Sales Managers Stand Out
- A Day In The Life Of A Sales Manager
- Emerging Trends in Sales Management
Week 4 Activities
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12
Videos
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4
Readings
-
1
PeerReview
-
1
Assignment
1
Assignment
- Week 4
1
Peer Review
- Buying Center Concept
12
Videos
- Introduction - Week 4
- Inside Vs. Outside Sales
- Buying Centers
- What is a Sale?
- Marketing Vs. Sales
- Personal Sales
- Personal Selling
- Personal Selling Process
- Sales Satisfaction-Dissatisfaction
- Interview - Scott Wilkie from PwC
- Summary - Week 4
- Q&A - Week 4
4
Readings
- Inside Vs. Outside Sales
- Major Sales: Who Really Does the Buying?
- Buying Center in Industrial Marketing
- Sales vs. Marketing - Marketing Always Changes
Auto Summary
Discover the essentials of sales operations with the "Account Management & Sales Force Design" course, the foundational module of the Sales Operations/Management Specialization. Ideal for those entering the business and management field, this course covers a comprehensive range of sales methodologies. Learners will delve into strategic planning, sales management responsibilities, various sales operations, the personal selling process, and the intricacies of buying centers. Offered by Coursera, this engaging and informative course spans 900 minutes and is available through a Starter subscription, making it accessible for beginners aiming to build a solid foundation in sales management. Join now to enhance your sales acumen and step confidently into the world of sales operations.
Michael F. Walsh, Ph.D.
Suzanne C. Bal
Emily C. Tanner, Ph.D.