About this Course
Specialization
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100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 11 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...
Specialization
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Hours to complete

Approx. 11 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...

Syllabus - What you will learn from this course

Week
1
Hours to complete
3 hours to complete

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....
Reading
8 videos (Total 68 min), 4 readings, 2 quizzes
Video8 videos
Instructor Introductions and Orientation to Sales Specialization9m
History of Sales - Part 17m
History of Sales - Part 24m
History of Sales - Part 35m
History of Sales - Part 44m
History of Sales - Part 57m
Q&A - Week 119m
Reading4 readings
The Growing Power of Inside Sales10m
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10m
6 Common Types of Sales Jobs: Which Is The Right One For You?10m
4 Areas of Essential Sales Skills10m
Quiz1 practice exercise
Week 130m
Week
2
Hours to complete
4 hours to complete

Strategic Planning and Sales Management

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning....
Reading
5 videos (Total 59 min), 5 readings, 2 quizzes
Video5 videos
Strategic Plans6m
Porter's 5-Forces Model6m
Applying Porter's 5-Forces Model6m
Q&A - Week 237m
Reading5 readings
Building A Customer-Obsessed Culture20m
Your Strategy Needs a Strategy15m
The Elements of a Successful Sales Business Plan30m
Five Steps to a Strategic Plan10m
Strategic Plan Template: What To Include In Yours15m
Quiz1 practice exercise
Week 230m
Week
3
Hours to complete
4 hours to complete

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....
Reading
11 videos (Total 78 min), 5 readings, 3 quizzes
Video11 videos
Evolution of Sales2m
Sales Managers Jobs1m
What Does a Sales Manager Do?3m
Life of a Sales Manager4m
Skills You Need6m
Emerging Trends and Challenges2m
Pharmaceutical Sales Overview14m
Interview - Lee Hardesty from AstraZeneca23m
Summary - Week 3m
Q&A - Week 317m
Reading5 readings
Sales Management Definition, Process, Strategies and Resources30m
The Four Phases In Sales Management Evolution15m
10 Management Skills that Make the Best Sales Managers Stand Out10m
A Day In The Life Of A Sales Manager10m
Emerging Trends in Sales Management15m
Quiz1 practice exercise
Week 330m
Week
4
Hours to complete
4 hours to complete

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....
Reading
12 videos (Total 63 min), 4 readings, 2 quizzes
Video12 videos
Inside Vs. Outside Sales6m
Buying Centers4m
What is a Sale?m
Marketing Vs. Sales1m
Personal Salesm
Personal Selling1m
Personal Selling Process4m
Sales Satisfaction-Dissatisfaction14m
Interview - Scott Wilkie from PwC9m
Summary - Week 42m
Q&A - Week 414m
Reading4 readings
Inside Vs. Outside Sales10m
Major Sales: Who Really Does the Buying?30m
The Challenge of Selling to a Buying Center10m
Sales vs. Marketing - Marketing Always Changes10m
Quiz1 practice exercise
Week 430m

Instructors

Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics

About West Virginia University

Founded in 1867, West Virginia University is moving toward a global destiny. World-class faculty are exploring everything from pulsars to nanoscale technology. Rated as the #2 public university at which to do research and a top-20 best place to work in academia, WVU is collaborating with international academic and research partners....

About the Sales Operations/Management Specialization

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 course 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....
Sales Operations/Management

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.