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Sales Force Management
  • Level Foundation
  • Duration 19 hours
  • Course by West Virginia University
  • Offered by

About

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.

Modules

Week 1 Activities

    • 9 Videos
    • 4 Readings
    • 2 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 1

2 Peer Review

  • Job Analysis Worksheet for Tasks
  • Complete a Job Description

9 Videos

  • Introduction - Week 1
  • Overview of Recruitment Process
  • Job Analysis
  • Duties of a Salesperson
  • Job Qualifications
  • Recruitment Funnel and Recruitment Sources
  • Interview - Mike Cunningham from Fastenal
  • Interview - Mike Cunningham - Fastenal Vending Machine
  • Summary - Week 1

4 Readings

  • Sales Recruiters: How to Hire Top Sales People
  • Top Ways to Make Your Company More Marketable to Job Seekers in 2018
  • Ten Shameful Recruiting Practices That Drive Candidates Away
  • Fastenal Overview Video

Week 2 Activities

    • 8 Videos
    • 3 Readings
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 2

1 Peer Review

  • Pre-Employment Socialization

8 Videos

  • Introduction - Week 2
  • Interviewing
  • Interview - Kim Moyers from First United Bank & Trust
  • Interview - Kim Moyers - Personal Job Experiences
  • Employment Tests
  • Final Selection
  • Q&A - Scott Throckmorton from Fastenal
  • Summary - Week 2

3 Readings

  • The Complete Guide to The Most Effective Sales Interview Questions
  • 10 of the Best Recruiting Assessment Tools
  • References: Their Importance in the Recruitment Process

Week 3 Activities

    • 11 Videos
    • 3 Readings
    • 2 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 3

2 Peer Review

  • Well Written Training Objectives Using SMART
  • Motivational Issues Seminars

11 Videos

  • Introduction - Week 3
  • Keys to Sales Training
  • Sales Training Development Process - Part 1
  • Sales Training Development Process - Part 2
  • Sales Training Content
  • Importance of Sales Training
  • Training Methods
  • Emerging Training Methods
  • Interview - Jerry R. Simpson from Borden Office Equipment
  • Q&A - Jerry R. Simpson
  • Summary - Week 3

3 Readings

  • The Business Case for Sales Training
  • Scheduling Sales Force Training: Theory and Evidence
  • Once is Not Enough: Why Sales Training Reinforcement is a Must-Have

Week 4 Activities

    • 11 Videos
    • 4 Readings
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 4

1 Peer Review

  • Maslow's Hierarchy of Needs Application Exercise

11 Videos

  • Introduction - Week 4
  • Overview of Motivation
  • ERG Theory
  • Reward and Incentive Programs
  • Closing Thoughts
  • Theories of Motivation
  • Interview - Jerry R. Simpson - Motivating the Sales Force - Part 1
  • Interview - Jerry R. Simpson - Motivating the Sales Force - Part 2
  • Q&A - Jerry R. Simpson - Motivating the Sales Force
  • Interview - Dan Adams from Advanced Heating & Cooling - Part 1
  • Summary - Week 4

4 Readings

  • One More Time: How do you Motivate Employees?
  • The Science of Motivating Sales People - The Carrot and Stick Must Go
  • 9 Super Effective Ways to Motivate Your Team
  • How to Motivate Your Sales Team: 8 Tried-and-True Strategies

Week 5 Activities

    • 10 Videos
    • 2 Readings
    • 2 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 5

2 Peer Review

  • Using Evaluation Data to Determine Sales Performance
  • Sales Performance Evaluation Websites

10 Videos

  • Introduction - Week 5
  • Challenges in Sales Evaluations
  • Contemporary Approach to Sales Force Evaluations
  • Output Factors
  • Input Factors
  • Types of Performance Appraisal techniques
  • Interview - Jerry R. Simpson
  • Q&A - Jerry R. Simpson
  • Interview - Dan Adams - Part 2
  • Summary - Week 5

2 Readings

  • Characteristics of Performance Appraisals and Their Impact on Sales Force Satisfaction
  • The New Science of Sales Force Productivity

Auto Summary

Sales Force Management, part of the Sales Operations/Management Specialization, focuses on hiring and personnel administration in sales. Taught by Coursera, this foundational course covers job design, recruitment tools, sales training, and motivation techniques. Ideal for business and management professionals, it offers Starter and Professional subscription options and spans 1140 minutes.

Michael F. Walsh, Ph.D.
Instructors

Michael F. Walsh, Ph.D.

Suzanne C. Bal
Instructors

Suzanne C. Bal

Emily C. Tanner, Ph.D.
Instructors

Emily C. Tanner, Ph.D.