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.
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.
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- Account Management & Sales Force Design
- Sales Force Management
- Compensation, Expenses and Quotas
- Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
- Sales Operations: Final Project
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- 6 months
- 3 hrs/week
Start dates & application deadlines
DisciplinesBusiness Administration Management, Organisation & Leadership Commerce View 341 other Short Courses in Management, Organisation & Leadership in United States
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We are not aware of any academic requirements for this programme.
We are not aware of any English requirements for this programme.
- No prior experience required.
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InternationalFreeTuition FeeBased on the tuition of 0 USD for the full programme during 6 months.
NationalFreeTuition FeeBased 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.
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Apply and win up to €10000 to cover your tuition fees.