Account Management & Sales Force Design

  • 4.5
Approx. 15 hours to complete

Course Summary

This course provides a comprehensive understanding of account management and its important role in business. Students will learn key strategies and techniques for building and maintaining successful client relationships.

Key Learning Points

  • Learn how to effectively manage client relationships
  • Develop strategies for successful account growth
  • Understand the importance of communication and collaboration in account management

Related Topics for further study


Learning Outcomes

  • Develop effective account management strategies
  • Build and maintain successful client relationships
  • Understand the importance of communication and collaboration in account management

Prerequisites or good to have knowledge before taking this course

  • Basic understanding of business operations
  • Familiarity with sales and marketing principles

Course Difficulty Level

Intermediate

Course Format

  • Online, self-paced
  • Video lectures
  • Quizzes and assignments

Similar Courses

  • Sales Management
  • Marketing Strategy

Related Education Paths


Related Books

Description

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.

Outline

  • Introduction and Overview
  • Overview of Specialization - Sales Operations & Management
  • Instructor Introductions and Orientation to Sales Specialization
  • History of Sales - Part 1
  • History of Sales - Part 2
  • History of Sales - Part 3
  • History of Sales - Part 4
  • History of Sales - Part 5
  • Q&A - Week 1
  • The Growing Power of Inside Sales
  • A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now
  • 6 Common Types of Sales Jobs: Which Is The Right One For You?
  • 4 Areas of Essential Sales Skills
  • Week 1
  • Strategic Planning and Sales Management
  • Introduction to Account Management & Sales Force Design
  • Strategic Plans
  • Porter's 5-Forces Model
  • Applying Porter's 5-Forces Model
  • Q&A - Week 2
  • Building A Customer-Obsessed Culture
  • Your Strategy Needs a Strategy
  • The Elements of a Successful Sales Business Plan
  • Five Steps to a Strategic Plan
  • Strategic Plan Template: What To Include In Yours
  • Week 2
  • Brief Overview of Sales Management
  • Introduction - Week 3
  • Evolution of Sales
  • Sales Managers Jobs
  • What Does a Sales Manager Do?
  • Life of a Sales Manager
  • Skills You Need
  • Emerging Trends and Challenges
  • Pharmaceutical Sales Overview
  • Interview - Lee Hardesty from AstraZeneca
  • Summary - Week 3
  • Q&A - Week 3
  • Sales Management Definition, Process, Strategies and Resources
  • The Four Phases In Sales Management Evolution
  • 10 Management Skills that Make the Best Sales Managers Stand Out
  • A Day In The Life Of A Sales Manager
  • Emerging Trends in Sales Management
  • Week 3
  • Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
  • Introduction - Week 4
  • Inside Vs. Outside Sales
  • Buying Centers
  • What is a Sale?
  • Marketing Vs. Sales
  • Personal Sales
  • Personal Selling
  • Personal Selling Process
  • Sales Satisfaction-Dissatisfaction
  • Interview - Scott Wilkie from PwC
  • Summary - Week 4
  • Q&A - Week 4
  • Inside Vs. Outside Sales
  • Major Sales: Who Really Does the Buying?
  • Buying Center in Industrial Marketing
  • Sales vs. Marketing - Marketing Always Changes
  • Week 4

Summary of User Reviews

Discover the art of account management with this popular course on Coursera. Users have lauded the course for its comprehensive curriculum and engaging instructors, giving it high marks. Many have praised the course's real-world application, which makes it an excellent resource for anyone looking to develop their account management skills.

Key Aspect Users Liked About This Course

The course's real-world application has been praised by many users.

Pros from User Reviews

  • Comprehensive curriculum
  • Engaging instructors
  • Real-world application
  • Great resource for developing account management skills
  • Flexible schedule

Cons from User Reviews

  • Limited interaction with instructors
  • Some users found the course to be too basic
  • Lack of advanced topics
  • Not suitable for experienced account managers
  • Some technical issues reported during the course
English
Available now
Approx. 15 hours to complete
Michael F. Walsh, Ph.D., Suzanne C. Bal, Emily C. Tanner, Ph.D.
West Virginia University
Coursera

Instructor

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