Sales Force Management

  • 4.6
Approx. 19 hours to complete

Course Summary

This course covers the fundamentals of sales force management, including motivating sales teams, setting sales goals, designing sales territories, and implementing sales strategies.

Key Learning Points

  • Learn how to motivate and manage a sales team
  • Understand the process of setting sales goals and designing sales territories
  • Develop sales strategies and tactics
  • Explore the latest technology and tools for sales management

Job Positions & Salaries of people who have taken this course might have

    • USA: $89,000
    • India: ₹1,500,000
    • Spain: €50,000
    • USA: $89,000
    • India: ₹1,500,000
    • Spain: €50,000

    • USA: $135,000
    • India: ₹3,600,000
    • Spain: €75,000
    • USA: $89,000
    • India: ₹1,500,000
    • Spain: €50,000

    • USA: $135,000
    • India: ₹3,600,000
    • Spain: €75,000

    • USA: $185,000
    • India: ₹7,500,000
    • Spain: €120,000

Related Topics for further study


Learning Outcomes

  • Develop a comprehensive sales management plan
  • Implement effective sales strategies and tactics
  • Motivate and manage a successful sales team

Prerequisites or good to have knowledge before taking this course

  • Basic knowledge of sales principles
  • Access to a computer and internet connection

Course Difficulty Level

Intermediate

Course Format

  • Online course
  • Self-paced
  • Video lectures
  • Interactive quizzes
  • Real-world examples

Similar Courses

  • Marketing Management
  • Business Strategy
  • Leadership and Management

Related Education Paths


Notable People in This Field

  • Sales Expert and Author
  • Sales Trainer and Author

Related Books

Description

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.

Outline

  • 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

Summary of User Reviews

The Sales Force Management course on Coursera has received positive reviews from many users. The course has been praised for its comprehensive coverage of sales force management and its practical application in real-world scenarios. The course appears to be an excellent resource for sales professionals looking to improve their skills and knowledge in this field.

Key Aspect Users Liked About This Course

Comprehensive coverage of sales force management

Pros from User Reviews

  • Practical application of sales force management in real-world scenarios
  • Excellent resource for sales professionals
  • In-depth coverage of key concepts and techniques
  • Engaging and interactive course content
  • Flexible scheduling and access to course materials

Cons from User Reviews

  • Some users felt that the course was too basic and lacked advanced topics
  • Limited opportunities for interaction with instructors and other students
  • Some users experienced technical difficulties with the course platform
  • Some users felt that the course was too long and could have been condensed
  • The course may not be suitable for individuals with extensive experience in sales force management
English
Available now
Approx. 19 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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