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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

Auto Summary

The "Sales Operations: Final Project" course offers a hands-on opportunity for learners to apply their acquired knowledge from the Sales Operations/Management Specialization. Guided by Coursera, this project-based course focuses on critical analysis within the realm of sales operations. Participants will engage with a real-world business, selecting a company that features a sales function and interviewing the sales manager to delve into their sales management practices. This foundational course is designed for those looking to solidify their understanding of sales operations through practical application. With flexible subscription options available, including Starter and Professional tiers, this course is well-suited for individuals at the beginning of their sales management journey who seek to enhance their practical skills and industry insights.

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.