WVU - Sales Force Management
- Offered byCoursera
Sales Force Management at Coursera Overview
Duration | 19 hours |
Start from | Start Now |
Total fee | Free |
Mode of learning | Online |
Official Website | Explore Free Course  |
Credential | Certificate |
Sales Force Management at Coursera Highlights
- Shareable Certificate Earn a Certificate upon completion
- 100% online Start instantly and learn at your own schedule.
- Course 2 of 5 in the Sales Operations/Management Specialization
- Flexible deadlines Reset deadlines in accordance to your schedule.
- Approx. 19 hours to complete
- English Subtitles: French, Portuguese (European), Vietnamese, Russian, English, Spanish
Sales Force Management at Coursera Course details
- 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.
Sales Force Management at Coursera Curriculum
Sales Force Selection, Recruitment, Motivation, and Evaluation
Introduction - Week 1
Overview of Recruitment Process
Job Analysis
Duties of a Salesperson
Job Qualifications
Recruitment Funnel and Recruitment Sources
Interview - Mike Cunningham from Fastenal
Interview - Mike Cunningham - Fastenal Vending Machine
Summary - Week 1
Sales Recruiters: How to Hire Top Sales People
Top Ways to Make Your Company More Marketable to Job Seekers in 2018
Ten Shameful Recruiting Practices That Drive Candidates Away
Fastenal Overview Video
Week 1
Sales Force Recruitment
Introduction - Week 2
Interviewing
Interview - Kim Moyers from First United Bank & Trust
Interview - Kim Moyers - Personal Job Experiences
Employment Tests
Final Selection
Q&A - Scott Throckmorton from Fastenal
Summary - Week 2
The Complete Guide to The Most Effective Sales Interview Questions
10 of the Best Recruiting Assessment Tools
References: Their Importance in the Recruitment Process
Week 2
The Role of Training in Sales Force Development
Introduction - Week 3
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
Interview - Jerry R. Simpson from Borden Office Equipment
Q&A - Jerry R. Simpson
Summary - Week 3
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 3
Motivating the Sales Force
Introduction - Week 4
Overview of Motivation
ERG Theory
Reward and Incentive Programs
Closing Thoughts
Theories of Motivation
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 1
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 2
Q&A - Jerry R. Simpson - Motivating the Sales Force
Interview - Dan Adams from Advanced Heating & Cooling - Part 1
Summary - Week 4
One More Time: How do you Motivate Employees?
The Science of Motivating Sales People - The Carrot and Stick Must Go
9 Super Effective Ways to Motivate Your Team
How to Motivate Your Sales Team: 8 Tried-and-True Strategies
Week 4
Sales Force Evaluation
Introduction - Week 5
Challenges in Sales Evaluations
Contemporary Approach to Sales Force Evaluations
Output Factors
Input Factors
Types of Performance Appraisal techniques
Interview - Jerry R. Simpson
Q&A - Jerry R. Simpson
Interview - Dan Adams - Part 2
Summary - Week 5
Characteristics of Performance Appraisals and Their Impact on Sales Force Satisfaction
The New Science of Sales Force Productivity
Week 5
Sales Force Management at Coursera Admission Process
Important Dates
Other courses offered by Coursera
Student Forum
Anything you would want to ask experts?