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Emily C. Tanner, Ph.D., Suzanne C. Bal, and Michael F. Walsh, Ph.D.

Sales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force. This course provides the knowledge and know how required for careers in sales management. Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting. Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge. The learning outcomes are:

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Sales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force. This course provides the knowledge and know how required for careers in sales management. Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting. Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge. The learning outcomes are:

· Develop a plan for organizing, staffing and training a sales force.

· Identify the key factors in establishing and maintaining high morale in the sales force.

· Develop an effective sales compensation plan.

· Evaluate the performance of a sales person.

· Organize sales territories to maximize selling effectiveness.

· Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.

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What's inside

Five courses

Account Management & Sales Force Design

The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design introduces learners to sales methods. Students will gain knowledge on strategic planning, sales management, sales operations, personal selling, and buying centers.

Sales Force Management

The second course in the Sales Operations/Management Specialization, Sales Force Management covers hiring and personnel administration. Students will learn about job design, recruitment, training, and motivating salespeople.

Compensation, Expenses and Quotas

This course covers the financial aspects of sales force management, including compensation, expenses, and quotas. Students will learn about the different options available for sales force compensation, the different types of plans that can be used to manage sales expenses, and how to use quotas to help salespeople achieve goals.

Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

In this course, students will explore forecasting and budgeting, develop territories, evaluate sales performance, and examine legal/ethical issues in sales management.

Sales Operations: Final Project

In the final project for the Sales Operations/Management Specialization, learners will apply their knowledge by critically analyzing a real-world business with a sales function.

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