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.·
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
Evaluate sales and sales management strategies
in relation to current legal and ethical standards of practice.
Account Management & Sales Force Design
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.
Sales Force Management
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.
Compensation, Expenses and Quotas
This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
Sales Operations: Final ProjectIn 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.
This specialization assumes some familiarity with retail settings, but no specific knowledge is required.