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Account Management & Sales Force Design

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

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.

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What's inside

Syllabus

Introduction and Overview

This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.

Strategic Planning and Sales Management

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.

Brief Overview of Sales Management

In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.

Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process

This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Can be taken alone or as the first in a series of three courses

Suitable for learners of all experience levels

Introduces students to fundamental sales strategies and methodologies

Provides insights into the role and responsibilities of a sales manager

Taught by professors with experience in sales and account management

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Reviews summary

Sales management skills builder

Learners say this course provides a foundational understanding of sales management, as well as a broad overview of sales concepts up through the modern day. Sales professionals may appreciate the practical assignments and direct application to the industry, covering topics such as sales operations, strategy, and management. Reviews mention that this course is well designed and features knowledgeable instructors, though some learners criticize the outdated material and slow peer review process.

Learners appreciate the assignments, which many consider engaging and helpful for developing a deeper understanding of the material.

"I like the tasks that the course offers, they are practical and make you really analyze things for deeper understanding of the field."

"The course is really helpful for those who want to enhance their understanding of the Sales process."

"Well, Its a Wonderful course and related to my job profile. I learnt a lot from this course and developed many skills as required in the industry."

Learners praise the course for its practical approach to sales management and its mix of engaging assignments and direct application to the industry.

"This course took me from mere theoretical understanding to an established deep consciousness of the concepts covered."

"This course basically helps me to understand sales, marketing concepts and improve analytical skills in sales field and how to work as salesperson."

"The program was well designed, really liked the activities and assignments.The concepts well explained and covered."

Some learners criticize the provided material for being outdated, with some links not working.

"Very outdated material. Very long introductions. Not very useful or practical."

"Some of the links to readings were expired or didn't work."

"With COVID definitely there's an update material need it."

Many learners complain that the peer review process for assignments is difficult and slow.

"Great course only issue is you really have to chase others to review your assignments and it get really annoying.. it can take sometime before you even get noticed."

"The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done"

"Lost some stars because of the peer review grading especially in the last module. You receive a grade with zero feedback especially when they really did not evaluate the answers."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Account Management & Sales Force Design with these activities:

Read 'The Sales Acceleration Formula'

Show steps

Gain insights into effective sales techniques and strategies by reading and understanding the concepts presented in 'The Sales Acceleration Formula'.

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Read and Comprehend Key Chapters
Highlight and Note Important Concepts
Summarize and Reflect on Key Insights

Engage in Class Discussions

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Enhance your understanding of course concepts and perspectives by actively participating in class discussions and engaging with peers.

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Prepare for Discussions by Reviewing Materials
Contribute Thoughtful Comments and Questions
Listen Actively and Engage with Others

Practice Inside Sales Techniques

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Master various techniques for effective inside sales through repetitive practicing and exercises.

Show steps

Identify Common Challenges in Inside Sales
Role-play Different Sales Scenarios
Analyze and Refine Sales Pitches

Five other activities

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Show all eight activities

Improve Personal Selling Skills

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Enhance your ability to build rapport, identify customer needs, and persuade clients through targeted practice and skill development exercises.

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Practice Active Listening and Communication
Role-play Sales Presentations and Negotiations
Analyze and Refine Sales Techniques

Develop a Sales Plan

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Apply your understanding of sales management and strategic planning to create a comprehensive plan that outlines your sales goals, strategies, and execution tactics.

Browse courses on Strategic Planning

Show steps

Define Sales Objectives and Goals
Analyze Market and Identify Target Audience
Develop Sales Strategies and Tactics
Outline Implementation Plan and Metrics

Organize Course Materials for Review

Show steps

Improve your understanding and retention of course materials by organizing and reviewing your notes, assignments, and other resources.

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Gather and Sort Course Materials
Create a Study Plan and Schedule
Review Materials Regularly

Analyze a Real-World Sales Case Study

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Deepen your understanding of sales concepts and their practical applications by analyzing a real-world case study and identifying key strategies and challenges.

Browse courses on Sales Management

Show steps

Select a Relevant Case Study
Analyze Sales Strategies and Outcomes
Identify Challenges and Opportunities
Develop Recommendations and Insights

Attend a Sales Training Workshop

Show steps

Enhance your practical skills and knowledge by attending a sales training workshop that covers relevant topics and provides hands-on practice.

Browse courses on Sales Techniques

Show steps

Identify and Register for a Suitable Workshop
Attend the Workshop and Participate Actively
Apply Learned Techniques in Real-World Situations

Career center

Learners who complete Account Management & Sales Force Design will develop knowledge and skills that may be useful to these careers:

Account Manager

Account Managers are responsible for managing and developing relationships with key accounts. This course provides a comprehensive overview of the key concepts and skills required for success in this role, including strategic planning, sales management, and the buying center. By gaining a deep understanding of these areas, individuals can effectively manage accounts and drive revenue growth.

See salaries and explore the career path for Account Manager

Sales Manager

Sales Managers are responsible for leading, developing, and motivating their sales teams to achieve revenue goals. This course provides a solid foundation for understanding the responsibilities of a Sales Manager, including strategic planning, sales management, and the personal selling process. By learning the key concepts and skills covered in this course, individuals can enhance their ability to succeed in this role.

See salaries and explore the career path for Sales Manager

Sales Operations Manager

Sales Operations Managers are responsible for optimizing sales processes and systems. This course provides a comprehensive overview of the key concepts and skills required for success in this role, including strategic planning, sales management, and the buying center. By gaining a deep understanding of these areas, individuals can effectively manage sales operations and improve efficiency.

See salaries and explore the career path for Sales Operations Manager

Business Development Manager

Business Development Managers are responsible for identifying and developing new business opportunities. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the personal selling process. By gaining a comprehensive understanding of these areas, individuals can effectively identify and pursue new business opportunities.

See salaries and explore the career path for Business Development Manager

Salesforce Administrator

Salesforce Administrators are responsible for implementing, customizing, and maintaining Salesforce CRM systems. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively manage Salesforce systems and support sales teams.

See salaries and explore the career path for Salesforce Administrator

Product Manager

Product Managers are responsible for developing and managing products. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively develop and manage products that meet customer needs and drive revenue growth.

See salaries and explore the career path for Product Manager

Sales Engineer

Sales Engineers provide technical expertise and support to sales teams. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively support sales teams and drive revenue growth.

See salaries and explore the career path for Sales Engineer

Customer Success Manager

Customer Success Managers are responsible for ensuring customer satisfaction and retention. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively manage customer relationships and drive customer success.

See salaries and explore the career path for Customer Success Manager

Business Analyst

Business Analysts are responsible for analyzing business processes and identifying opportunities for improvement. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively analyze business processes and drive operational efficiency.

See salaries and explore the career path for Business Analyst

Marketing Manager

Marketing Managers are responsible for developing and executing marketing campaigns. This course provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively develop and execute marketing campaigns that drive revenue growth.

See salaries and explore the career path for Marketing Manager

Consultant

Consultants provide professional advice and guidance to businesses. This course may be useful for individuals interested in pursuing a career as a Consultant, as it provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively provide advice and guidance to businesses and drive business success.

See salaries and explore the career path for Consultant

Financial Analyst

Financial Analysts analyze financial data and make recommendations for investment. This course may be useful for individuals interested in pursuing a career as a Financial Analyst, as it provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively analyze financial data and make sound investment recommendations.

See salaries and explore the career path for Financial Analyst

Operations Manager

Operations Managers are responsible for managing the day-to-day operations of an organization. This course may be useful for individuals interested in pursuing a career as an Operations Manager, as it provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively manage operations and drive organizational efficiency.

See salaries and explore the career path for Operations Manager

Human Resources Manager

Human Resources Managers are responsible for managing the human resources function within an organization. This course may be useful for individuals interested in pursuing a career as a Human Resources Manager, as it provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively manage human resources and drive organizational success.

See salaries and explore the career path for Human Resources Manager

Entrepreneur

Entrepreneurs start and operate their own businesses. This course may be useful for individuals interested in pursuing a career as an Entrepreneur, as it provides a solid foundation for understanding the key concepts and skills required for this role, including strategic planning, sales management, and the buying center. By gaining a comprehensive understanding of these areas, individuals can effectively start and operate their own businesses and achieve success.

See salaries and explore the career path for Entrepreneur

Reading list

We've selected 13 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Account Management & Sales Force Design.

The Strategy and Tactics of Pricing

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This comprehensive guide to strategic sales management offers insights into the key steps involved in strategic planning, sales management, and the responsibilities of a sales manager. It provides a valuable supplement to the course's coverage of strategic planning and sales management.

Strategy and Tactics of Pricing A Guide to...

Hardcover

Selling and Sales Management

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This textbook provides a thorough overview of sales management, covering topics such as sales operations, the personal selling process, and the concept of buying centers. It serves as an excellent reference for the course's exploration of these topics.

Account Management & Sales Force Design

What's inside

Syllabus

Good to know

Save this course

Reviews summary

Sales management skills builder

Activities

Career center

Reading list

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