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Michael F. Walsh, Ph.D.,
Suzanne C. Bal,
and
Emily C. Tanner, Ph.D.
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.
Register for this course and see more details by visiting:
OpenCourser.com/course/odcyig/sales
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Syllabus
Sales Force Selection, Recruitment, Motivation, and Evaluation
This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.
Read more
Syllabus
Sales Force Selection, Recruitment, Motivation, and Evaluation
This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.
Read more
Sales Force Recruitment
This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.
The Role of Training in Sales Force Development
In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.
Motivating the Sales Force
Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.
Sales Force Evaluation
In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.
Good to know
Good to know
Know what's good ,
what to watch for , and
possible dealbreakers
Explores methods for hiring, motivating, and evaluating sales professionals
Taught by instructors with extensive experience in sales operations and management
Develops skills and knowledge that are core to sales management
Covers topics relevant to sales professionals at various levels of experience
Provides a comprehensive overview of sales force management
Utilizes a multi-modal approach with a mix of videos, readings, and discussions
Save this course
Save Sales Force Management to your list so you can find it easily later:
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Reviews summary
Sales force management success
Learners say that Sales Force Management is a great course that covers everything you need to know about sales management. Students say lecturers are professional and the case studies are engaging. Be aware that some assignments are peer-graded, which some students found slow and confusing.
Case studies get you thinking.
"case studies make you think"
"lots of knowledge in this session"
Professors are very professional.
"very professional lecturers"
"This course is hosted by a very highly qualified professional."
"Memorable learning experience gained."
Some required reading materials may be inconvenient to access.
"many of the websites where the articles are found have a limited free usage and then you need to obtain a subscription to read the articles."
Peer grading can be both helpful and confusing.
"I dint like the concept of reviewing others assignmnet"
"Extremely interesting...Peer Reviews remain slow affecting your certification"
"A few times, the peer graded assignment came before the tutorial on the subject and created some confusion."
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 Sales Force Management with these
activities:
Complete the job challenge assessments
Show steps
Enhance understanding of job design and hiring process by completing practical, interactive exercises.
Show steps
-
Read the job description carefully.
-
Identify the key requirements of the job.
-
Complete the job challenge assessments.
Show all one activities
Complete the job challenge assessments
Show steps
Enhance understanding of job design and hiring process by completing practical, interactive exercises.
Show steps
Show steps
Show steps
- Read the job description carefully.
- Identify the key requirements of the job.
- Complete the job challenge assessments.
Show all one activities
Career center
Learners who complete Sales Force Management will develop knowledge and skills
that may be useful to these careers:
Sales Manager
Sales Manager
Sales Managers oversee sales staff activities, provide guidance, and develop business strategies. The Sales Force Management course can help Sales Managers understand best practices for hiring and motivating their teams, which can lead to improved sales performance and increased profits.
Salesforce Administrator
Salesforce Administrator
Salesforce Administrators implement, configure, and maintain Salesforce software for organizations. The Sales Force Management course can help Salesforce Administrators understand how sales teams operate, which can help them better support the needs of their users.
Salesforce Developer
Salesforce Developer
Salesforce Developers build and customize Salesforce applications for organizations. The Sales Force Management course can help Salesforce Developers understand the needs of sales teams, which can help them develop more effective applications.
Sales Operations Analyst
Sales Operations Analyst
Sales Operations Analysts analyze sales data to identify trends and improve sales processes. The Sales Force Management course can help Sales Operations Analysts understand the factors that influence sales performance and develop strategies to improve results.
Sales Engineer
Sales Engineer
Sales Engineers provide technical support to sales teams and customers. The Sales Force Management course can help Sales Engineers understand the sales process and the challenges that sales teams face, which can help them provide more effective support.
Product Manager
Product Manager
Product Managers develop and manage products for organizations. The Sales Force Management course can help Product Managers understand the needs of sales teams and customers, which can help them develop more successful products.
Marketing Manager
Marketing Manager
Marketing Managers develop and execute marketing campaigns for organizations. The Sales Force Management course can help Marketing Managers understand the sales process and the role of sales teams in generating revenue, which can help them develop more effective marketing campaigns.
Customer Success Manager
Customer Success Manager
Customer Success Managers help customers achieve success with a company's products or services. The Sales Force Management course can help Customer Success Managers understand the sales process and the challenges that sales teams face, which can help them better support their customers.
Business Development Manager
Business Development Manager
Business Development Managers identify and develop new business opportunities for organizations. The Sales Force Management course can help Business Development Managers understand the sales process and the role of sales teams in generating revenue, which can help them develop more successful business development strategies.
Account Manager
Account Manager
Account Managers manage relationships with existing customers for organizations. The Sales Force Management course can help Account Managers understand the sales process and the challenges that sales teams face, which can help them better support their customers.
Human Resources Manager
Human Resources Manager
Human Resources Managers oversee all aspects of human resources for organizations, including recruiting, hiring, and training. The Sales Force Management course can help Human Resources Managers understand the sales process and the challenges that sales teams face, which can help them develop more effective recruiting and training programs.
Sales Trainer
Sales Trainer
Sales Trainers develop and deliver training programs for sales teams. The Sales Force Management course can help Sales Trainers understand the sales process and the challenges that sales teams face, which can help them develop more effective training programs.
Operations Manager
Operations Manager
Operations Managers oversee the day-to-day operations of organizations, including sales, marketing, and customer service. The Sales Force Management course can help Operations Managers understand the sales process and the challenges that sales teams face, which can help them make better decisions about how to allocate resources.
Consultant
Consultant
Consultants provide advice and expertise to organizations on a variety of topics, including sales and marketing. The Sales Force Management course may be helpful for Consultants who want to understand the sales process and the challenges that sales teams face.
Financial Analyst
Financial Analyst
Financial Analysts analyze financial data to make recommendations for investment and other financial decisions. The Sales Force Management course may be helpful for Financial Analysts who want to understand the role of sales in generating revenue.
For more career information including salaries, visit:
OpenCourser.com/course/odcyig/sales
Reading list
We've selected 19 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
Sales Force Management.
Save
This handbook provides a comprehensive overview of sales management. It covers topics such as sales force planning, organization, leadership, motivation, and control. valuable resource for sales managers and other professionals.
Save
An in-depth resource on the theory and practice of sales force management, this book provides guidance on recruiting, motivating, and evaluating the sales force.
Save
A comprehensive textbook on sales management, this book provides a balanced overview of theory and practice. It covers a wide range of topics, including sales force selection, motivation, evaluation, and training.
Save
Provides a step-by-step guide to building a predictable sales pipeline.
This handbook provides a comprehensive guide to sales training. It covers topics such as planning, design, delivery, and evaluation. valuable resource for sales managers and other professionals who are responsible for training sales teams.
Provides a step-by-step guide to building a high-performing sales team.
Challenges the traditional sales model and provides a new framework for selling to complex buyers.
Provides practical advice on how to be an effective sales manager. It covers topics such as leadership, communication, and coaching. This book valuable resource for sales managers who want to improve their performance.
Provides practical advice on how to generate leads and find new customers. It covers a wide range of topics, including cold calling, networking, and social media.
Save
Provides insights into the art of sales management. It covers topics such as the importance of relationships, the power of persuasion, and the art of negotiation. This book valuable resource for sales managers who want to master the art of sales.
Provides a handbook for sales managers. It covers topics such as planning, organizing, and controlling sales teams. This book valuable resource for sales managers who want to improve their team's performance.
Provides proven techniques for closing sales deals. It covers the entire sales process, from building rapport to handling objections.
Provides a bible for sales management. It covers topics such as the importance of attitude, the power of belief, and the art of closing. This book valuable resource for sales managers who want to achieve success.
Explores the psychology of sales and provides insights into the minds of customers. It covers a wide range of topics, including persuasion, negotiation, and body language.
Save
Provides a survival guide for sales managers. It covers topics such as dealing with difficult customers, managing stress, and building a successful team. This book valuable resource for sales managers who want to achieve success.
Save
Provides a toolkit for sales managers. It covers topics such as hiring, training, motivating, and evaluating sales teams. This book valuable resource for sales managers who want to improve their team's performance.
Save
Classic in the sales field. It provides practical tips and advice on how to close sales deals and increase sales revenue.
Save
Motivational classic that has inspired millions of sales professionals. It provides a simple but powerful message about the importance of belief, persistence, and positive thinking.
Save
Provides unique insights into the art of selling. It covers a wide range of topics, including building relationships, understanding customer needs, and creating value.
For more information about how these books relate to this course, visit:
OpenCourser.com/course/odcyig/sales
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Via
Coursera
Institution
West Virginia University
Instructors
Michael F. Walsh, Ph.D.
Suzanne C. Bal
Emily C. Tanner, Ph.D.
Language
English
Transcripts
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پښتو
آذربایجان دیلی
This course belongs to a
collection
called
Sales Operations/Management. It's comprised of five courses:
Good to know
Explores methods for hiring, motivating, and evaluating sales professionals
Taught by instructors with extensive experience in sales operations and management
Develops skills and knowledge that are core to sales management
Covers topics relevant to sales professionals at various levels of experience
Provides a comprehensive overview of sales force management
Utilizes a multi-modal approach with a mix of videos, readings, and discussions
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