6 months
Tuition fee
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Start date


Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force with this Sales Operations-Management Specialization offered by Coursera in partnership with West Virginia University.

Visit the official programme website for more information


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.

Programme 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

Key information


  • Part-time
    • 6 months
    • 3 hrs/week

Start dates & application deadlines

You can apply for and start this programme anytime.





Academic requirements

We are not aware of any academic 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.

Tuition Fee

To alway see correct tuition fees
  • International

    Tuition Fee
    Based on the tuition of 0 USD for the full programme during 6 months.
  • National

    Tuition Fee
    Based on the tuition of 0 USD for the full programme during 6 months.

You can choose from hundreds of free courses, or get a degree or certificate at a breakthrough price. You can now select Coursera Plus, an annual subscription that provides unlimited access.


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.

Studyportals Tip: Students can search online for independent or external scholarships that can help fund their studies. Check the scholarships to see whether you are eligible to apply. Many scholarships are either merit-based or needs-based.

Fresh content

Updated in the last 9 months

Check the official programme website for potential updates.

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