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Sales Operations

Final Project

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

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.

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What's inside

Syllabus

Overall Sales Function & Reporting Structure

Recruitment and Training

Territories and Compensation

Evaluation

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Develops sales management practices, which are necessary for those in sales management roles

Provides an overview of crucial sales management functions, such as recruitment, training, territories, and compensation

Taught by industry experts with a wealth of experience in sales management

Offered through a reputable platform with a strong track record in online education

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Reviews summary

Informative sales course

learners say Sales Operations: Final Project is a basic, yet informative course on sales management. The course is suitable for beginners or those seeking a broad overview of the field.

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 Operations: Final Project with these activities:

Review Sales Management Fundamentals

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Strengthen your understanding of core concepts by reviewing the principles of sales management, such as goal setting, territory planning, and performance measurement.

Browse courses on Sales Management

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Review course materials, focusing on key definitions and theories.
Read articles or blog posts on current trends in sales management.

Find a Sales Manager or Executive

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Identify and contact professionals in the sales management field to gain valuable insights and guidance.

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Identify potential mentors through networking events, LinkedIn, or industry publications.
Craft a personalized message introducing yourself and expressing your interest in mentorship.
Schedule informational interviews to learn about the mentor's experience and expertise.
Establish a regular cadence for mentorship meetings or conversations.

Explore Salesforce CRM Platform

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Enhance your understanding of real-world sales tools by exploring the Salesforce CRM platform through guided tutorials and demos.

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Register for a free Salesforce trial account.
Follow online tutorials or attend webinars to learn the platform's features.
Explore different modules, such as sales, marketing, and customer service.
Apply your knowledge to a sample sales management scenario.

Five other activities

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Collaborate on Sales Presentations

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Work with a peer to create a sales presentation, fostering teamwork, communication, and effective presentation skills.

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Identify a product or service to focus on.
Research and gather relevant information.
Brainstorm ideas and develop a presentation outline.
Create visual aids, such as slides or handouts.
Practice and deliver your presentation together.

Conduct Sales Interviews and Role-Plays

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Engage in mock interviews and role-plays to refine your sales skills and demonstrate your ability to apply course concepts in a practical setting.

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Prepare for the interviews by researching the company and the role.
Practice answering common sales questions and objections.
Participate in mock interviews with a peer or mentor.
Reflect on your performance and identify areas for improvement.

Develop a Sales Management Plan

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Create a comprehensive plan that outlines your understanding of the sales function, recruitment and training strategies, and performance evaluation methods.

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Research industry best practices and sales management methodologies.
Analyze the current sales function of a real-world business.
Develop a plan that addresses key areas such as recruitment, training, compensation, and performance evaluation.
Present your plan to a sales professional or executive for feedback.

Write an Article on Sales Management

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Synthesize your knowledge by creating an article that shares your insights on key topics covered in the course, including sales strategy, motivation, and leadership.

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Identify a specific topic or area related to sales management.
Research and gather information from credible sources.
Write a draft of the article, ensuring clarity and organization.
Proofread and edit your article for grammar, spelling, and flow.

Develop a Sales Training Module

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Demonstrate your mastery of sales management principles by designing a training module that addresses critical areas covered in the course.

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Identify the training topic and objectives.
Research and gather relevant content.
Create interactive content, such as videos, case studies, or group activities.
Develop an evaluation strategy to measure the module's effectiveness.

Career center

Learners who complete Sales Operations: Final Project will develop knowledge and skills that may be useful to these careers:

Sales Manager

**Sales Managers** lead a team of salespeople and are ultimately responsible for achieving sales targets. They develop sales strategies, oversee the sales process, and manage customer relationships. This course can help you develop the skills you need to succeed as a Sales Manager, including how to create a sales plan, manage a sales team, and evaluate sales performance.

See salaries and explore the career path for Sales Manager

Business Development Manager

**Business Development Managers** are responsible for developing and executing strategies to grow a company's sales and revenue. They identify new business opportunities, develop sales pipelines, and close deals. This course can help you develop the skills you need to succeed as a Business Development Manager, including how to conduct market research, develop a sales pitch, and negotiate contracts.

See salaries and explore the career path for Business Development Manager

Account Manager

**Account Managers** are responsible for managing relationships with existing customers and ensuring their satisfaction. They provide product support, resolve customer issues, and upsell new products and services. This course can help you develop the skills you need to succeed as an Account Manager, including how to build relationships, manage customer expectations, and resolve conflicts.

See salaries and explore the career path for Account Manager

Sales Engineer

**Sales Engineers** provide technical expertise to sales teams and help customers understand and evaluate complex products and services. They work closely with engineers and product managers to develop sales materials and presentations. This course can help you develop the skills you need to succeed as a Sales Engineer, including how to understand technical concepts, communicate effectively with customers, and close deals.

See salaries and explore the career path for Sales Engineer

Product Manager

**Product Managers** are responsible for developing and managing products and services. They work closely with engineers, designers, and marketers to bring new products to market and ensure their success. This course can help you develop the skills you need to succeed as a Product Manager, including how to conduct market research, develop product roadmaps, and manage product launches.

See salaries and explore the career path for Product Manager

Marketing Manager

**Marketing Managers** are responsible for developing and executing marketing campaigns to promote products and services. They work closely with sales teams to generate leads and drive sales. This course can help you develop the skills you need to succeed as a Marketing Manager, including how to conduct market research, develop marketing plans, and manage advertising campaigns.

See salaries and explore the career path for Marketing Manager

Business Analyst

**Business Analysts** help businesses identify and solve problems. They analyze data, develop solutions, and recommend improvements to processes and systems. This course can help you develop the skills you need to succeed as a Business Analyst, including how to collect and analyze data, identify problems, and develop solutions.

See salaries and explore the career path for Business Analyst

Operations Manager

**Operations Managers** are responsible for overseeing the day-to-day operations of a business. They develop and implement procedures, manage staff, and ensure that the business runs smoothly. This course can help you develop the skills you need to succeed as an Operations Manager, including how to develop and implement procedures, manage staff, and improve efficiency.

See salaries and explore the career path for Operations Manager

Project Manager

**Project Managers** are responsible for planning, executing, and closing projects. They work with stakeholders to define project scope, develop project plans, and manage project risks. This course can help you develop the skills you need to succeed as a Project Manager, including how to plan and execute projects, manage risks, and communicate with stakeholders.

See salaries and explore the career path for Project Manager

Financial Analyst

**Financial Analysts** analyze financial data and make recommendations on investments. They use financial models to forecast financial performance and identify investment opportunities. This course can help you develop the skills you need to succeed as a Financial Analyst, including how to analyze financial data, build financial models, and make investment recommendations.

See salaries and explore the career path for Financial Analyst

Data Analyst

**Data Analysts** collect, analyze, and interpret data to help businesses make informed decisions. They use data visualization tools to create charts and graphs that communicate data findings. This course can help you develop the skills you need to succeed as a Data Analyst, including how to collect and analyze data, create data visualizations, and communicate data findings.

See salaries and explore the career path for Data Analyst

Software Engineer

**Software Engineers** design, develop, and maintain software systems. They work with users to define requirements, develop software solutions, and test and debug software. This course may be helpful for Software Engineers who want to learn more about sales and marketing.

See salaries and explore the career path for Software Engineer

Web Developer

**Web Developers** design and develop websites. They work with designers and content creators to create websites that are both visually appealing and functional. This course may be helpful for Web Developers who want to learn more about sales and marketing.

See salaries and explore the career path for Web Developer

Graphic designer

**Graphic Designers** create visual concepts, using computer software or by hand, to communicate ideas that inspire, inform, and captivate consumers. This course may be helpful for Graphic Designers who want to learn more about sales and marketing.

See salaries and explore the career path for Graphic designer

Writer

**Writers** develop, write, and edit written content for a variety of purposes, such as marketing, advertising, public relations, and journalism. This course may be helpful for Writers who want to learn more about sales and marketing.

See salaries and explore the career path for Writer

Reading list

We've selected 14 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 Operations: Final Project.

Sales and Operations Planning

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Provides a practical guide to sales operations planning. It covers topics such as demand forecasting, inventory management, and customer service.

Sales Operations

Final Project

Two deals to help you save

What's inside

Syllabus

Good to know

Save this course

Reviews summary

Informative sales course

Activities

Career center

Reading list

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