Prepare yourself for a career in sales management. Learn how to manage an effective sales force by acquiring the right knowledge and techniques.
Suggested by: Coursera (What is Coursera?)
No prior knowledge required
No unnecessary risks
This course provides the knowledge and tools required for a career in sales management. Students are exposed to all aspects of sales management, including:
In addition, we will touch on common problems in sales management and potential solutions. As part of the course, you will meet several active sales managers who will share their experiences and knowledge.
The internship project involves selecting a business with a sales function. Students will identify the manager responsible for the sales function (usually called a sales manager) and interview him or her about the sales management practices in that company. The goal of the interview is to understand how a particular company organizes and manages the sales function according to the following parameters:
Students will be able to apply the concepts learned in the training to guide and design the interview, as well as compare practices in one company to the “ideal” world as presented in the course.
The first course in the Sales Management/Activity, Account Management, and Salesforce Design specialization track is designed to introduce candidates to a variety of sales methods. Students will gain knowledge about the stages of strategic planning and sales management, sales manager responsibilities, types of sales activities, an overview of the personal sales process, and the concept of the buying center.
The second course in the Sales Management/Activity specialization track, Sales Force Management, deals with various aspects of employee recruitment and administration. Students will learn about designing roles and recruitment processes, recruitment tools, the role of training in developing sales forces, and motivating salespeople to perform the tasks critical to the organization’s success.
This course is the third part of the Sales Management/Operations specialization track. It discusses some of the financial aspects involved in managing a sales force. Students will learn about the different options for sales force compensation, different types of sales expense management programs, and how goals can be used to help salespeople achieve goals.
In the fourth part of the Sales Management/Operations specialization, students will explore the goals and methods of forecasting and budgeting in a managerial role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical challenges facing sales managers.
In the final project of the Sales Management/Operations specialization, students will be asked to apply the knowledge they have acquired by conducting a critical analysis of a real-world business. Students will select a business that has a sales operation. They will identify the manager responsible for the sales operation (usually called a sales manager) and interview this person about the company’s sales management practices.
