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Account Management & Sales Force Design

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Free Online Course: Account Management & Sales Force Design provided by Coursera is a comprehensive online course, which lasts for 4 weeks long, 15 hours worth of material. The course is taught in English and is free of charge. Upon completion of the course, you can receive an e-certificate from Coursera. Account Management & Sales Force Design is taught by Michael F. Walsh, Ph.D., Suzanne C. Bal and Emily C. Tanner, Ph.D..

WVU via Coursera
4 weeks long, 15 hours worth of material
Upcoming
Overview

  • 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.

Syllabus

    • Introduction and Overview
      • This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.
    • Strategic Planning and Sales Management
      • This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
    • Brief Overview of Sales Management
      • In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.
    • Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
      • This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.

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