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Account Management & Sales Force Design

West Virginia University via Coursera

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Overview

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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

WEEK 1

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.

 

WEEK 2

Strategic Planning and Sales Management

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.

 

WEEK 3

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.

 

WEEK 4

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.

 

Taught by

Michael F. Walsh, Ph.D., Suzanne C. Bal and Emily C. Tanner, Ph.D.

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