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Sales Operations: Final Project
  • Level Foundation
  • Course by West Virginia University
  • Offered by

About

In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select 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.

Modules

Introduction

    • 1 Readings
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1 Readings

  • Introduction to Sales Operations/Management Capstone Course and Final Project Overview

Review these items before working on this week's project (Optional)

    • 6 Videos
    • 4 Readings
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6 Videos

  • Sales Manager's Jobs
  • What Does a Sales Manager Do?
  • Life of a Sales Manager
  • Skills You Need
  • Emerging Trends and Challenges
  • Q&A Week 3

4 Readings

  • The Elements of a Successful Sales Business Plan
  • 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

Week 1 Project

    • 1 PeerReview
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1 Peer Review

  • Final Project - Part 1

Review these items before working on this week's project (Optional)

    • 15 Videos
    • 8 Readings
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15 Videos

  • Overview of Recruitment Process
  • Job Analysis
  • Duties of a Salesperson
  • Job Qualifications
  • Recruitment Funnel and Recruitment Sources
  • Interviewing
  • Employment Tests
  • Final Selection
  • 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

8 Readings

  • Sales Recruiters: How to Hire Top Sales People
  • Ten Shameful Recruiting Practices That Drive Candidates Away
  • The Complete Guide to The Most Effective Sales Interview Questions
  • 10 of the Best Recruiting Assessment Tools
  • References: Their Importance in the Recruitment Process
  • 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 2 Project

    • 1 PeerReview
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1 Peer Review

  • Final Project - Part 2

Review these items before working on this week's project (Optional)

    • 9 Videos
    • 3 Readings
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9 Videos

  • Developing a Sales Territory Plan
  • Factors in Territory Management
  • Q&A on Territories
  • Goals of a Sales Compensation Plan
  • Indirect Monetary Compensation
  • Q&A on Compensation
  • Sales Force Expenses
  • Goals of Sales Expense Plan
  • Q&A on Sales Expenses

3 Readings

  • One Size Fits All? Not In Sales Territory Planning
  • Get Off My Turf: Assigning Sales Territories
  • Motivating Salespeople: What Really Works

Week 3 Project

    • 1 PeerReview
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1 Peer Review

  • Final Project - Part 3

Review these items before working on this week's project (Optional)

    • 6 Videos
    • 3 Readings
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6 Videos

  • Sales Evaluation
  • Elements of Sales Performance Evaluation
  • Sales Expense Analysis
  • Q&A on Sales Performance Evaluation
  • Challenges in Sales Evaluations
  • Contemporary Approach to Sales Force Evaluations

3 Readings

  • How to Measure Sales Performance
  • The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track
  • The New Science of Sales Force Productivity

Week 4 Project

    • 1 PeerReview
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1 Peer Review

  • Final Project - Part 4
Emily C. Tanner, Ph.D.
Instructors

Emily C. Tanner, Ph.D.

Suzanne C. Bal
Instructors

Suzanne C. Bal

Michael F. Walsh, Ph.D.
Instructors

Michael F. Walsh, Ph.D.