Overview
Sales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force.
This Sales Operations-Management Specialization offered by Coursera in partnership with West Virginia University provides the knowledge and know how required for careers in sales management.
Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting.
Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge.
The learning outcomes are:
- Develop a plan for organizing, staffing and training a sales force.
- Identify the key factors in establishing and maintaining high morale in the sales force.
- Develop an effective sales compensation plan.
- Evaluate the performance of a sales person.
- Organize sales territories to maximize selling effectiveness.
- Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.
Applied Learning Project
The specialization project involves selecting a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.
The purpose of the interview is to understand how one firm organizes and manages their sales function along the following parameters:
- Sales management
- Sales Organization
- Recruitment & Induction Process
- Territory allocation Process & Strategy
- Reporting structure and systems
- Compensation structure
- System of Evaluation
- Training & Development
Students will apply the concepts learned in the specialization to guide and structure the interview as well as comparing and contrasting one firm’s practice with the “ideal” world as presented in the course.
Get more details
Visit programme websiteProgramme Structure
Courses included:
- Account Management & Sales Force Design
- Sales Force Management
- Compensation, Expenses and Quotas
- Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
- Sales Operations: Final Project
Check out the full curriculum
Visit programme websiteKey information
Duration
- Part-time
- 2 months
- 10 hrs/week
Start dates & application deadlines
Language
Delivered
Disciplines
Business Administration Commerce Operations and Quality Management View 249 other Short Courses in Business Administration in United StatesExplore more key information
Visit programme websiteAcademic requirements
We are not aware of any specific GRE, GMAT or GPA grading score requirements for this programme.
English requirements
We are not aware of any English requirements for this programme.
Other requirements
General requirements
Beginner Level
- No prior experience required.
Make sure you meet all requirements
Visit programme websiteTuition Fee
-
International
FreeTuition FeeBased on the tuition of 0 USD for the full programme during 2 months. -
National
FreeTuition FeeBased on the tuition of 0 USD for the full programme during 2 months.
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Funding
Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project.