Sales Management

  • 4.6
Approx. 22 hours to complete

Course Summary

Learn the fundamentals of sales management, including how to build a sales team, manage sales operations, and motivate salespeople.

Key Learning Points

  • Understand the key principles of sales management
  • Learn how to build and manage an effective sales team
  • Develop skills in sales operations and performance management

Related Topics for further study


Learning Outcomes

  • Understand the key principles of sales management
  • Develop skills in building and managing an effective sales team
  • Learn how to improve sales operations and performance management

Prerequisites or good to have knowledge before taking this course

  • Basic knowledge of sales
  • Experience in a sales role

Course Difficulty Level

Intermediate

Course Format

  • Online
  • Self-paced

Similar Courses

  • Sales Training: Practical Sales Techniques
  • Sales Strategy: Mastering the Selling Process

Related Education Paths


Related Books

Description

Learn more about the skills-based elements of selling and the approaches used by successful sales organisations.

By taking this Introduction to Sales Management course, you can learn the key skills needed to be effective in sales. While using traditional selling tenets as its foundation and teaching you the role of sales in everyday life, this course adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.

Knowledge

  • Learn to determine the place and role of sales in the marketing mix of the organization.
  • Learn to formulate a sales strategy in various areas.
  • Learn to form the organizational structure of sales management.

Outline

  • Welcome!
  • Welcome Guide
  • Join us
  • Lecture 1. Place of sales management in marketing
  • Place of sales management in marketing. Part 1
  • Place of sales management in marketing. Part 2
  • Overview Lecture 1
  • Lecture materials 1
  • Training test for Lecture 1
  • Test for Lecture 1
  • Lecture 2. Sales strategy
  • Sales strategy. Part 1
  • Sales strategy. Part 2
  • Overview Lecture 2
  • Lecture materials 2
  • Case Study 1
  • Case Study Quiz
  • Training test for Lecture 2
  • Test for Lecture 2
  • Lecture 3. Salesforce size, budgeting and compensations
  • Salesforce size, budgeting and compensations (sales, time and money). Part 1
  • Salesforce size, budgeting and compensations (sales, time and money). Part 2
  • Overview Lecture 3
  • Lecture materials 3
  • Training test for Lecture 3
  • Test for Lecture 3
  • Lecture 4. Organizational structures
  • Organizational structures. Part 1
  • Organizational structures. Part 2
  • Overview Lecture 4
  • Lecture materials 4
  • Training test for Lecture 4
  • Test for Lecture 4
  • Lecture 5. Sales techniques
  • Sales technique. Part 1
  • Sales technique. Part 2
  • Sales technique. Part 3
  • Overview Lecture 5
  • Lecture materials 5
  • Case Study 2
  • Case Study Quiz
  • Training test for Lecture 5
  • Test for Lecture 5
  • Lecture 6. Motivation and performance evaluation
  • Motivation and performance evaluation. Part 1
  • Motivation and performance evaluation. Part 2
  • Overview Lecture 6
  • Lecture materials 6
  • Training test for Lecture 6
  • Test for Lecture 6
  • Lecture 7. Recruitment, training and leadership
  • Recruitment, training and leadership. Part 1
  • Recruitment, training and leadership. Part 2
  • Overview Lecture 7
  • Lecture materials 7
  • Training test for Lecture 7
  • Test for Lecture 7
  • Case on GGR-movie
  • Case Study GGR-movie
  • Case L1-L7
  • Exam
  • Training test for Exam
  • Test for Exam

Summary of User Reviews

Learn effective sales management strategies and techniques with this comprehensive course on Coursera. Course participants praise the course for its practical approach and real-world examples.

Key Aspect Users Liked About This Course

Real-world examples

Pros from User Reviews

  • Practical approach to sales management
  • Real-world examples that are easy to relate to
  • Engaging and interactive course materials
  • Great value for the price
  • Excellent instructor feedback

Cons from User Reviews

  • Limited coverage of certain topics
  • Could benefit from more advanced material
  • Lengthy lectures can be overwhelming for some
  • Some technical issues with the online platform
  • Certificate of completion does not hold much value in the industry
English
Available now
Approx. 22 hours to complete
Anastasii Klimin, Aleksei Trykov
Peter the Great St. Petersburg Polytechnic University
Coursera

Instructor

Anastasii Klimin

  • 4.6 Raiting
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