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Sales Management

Approx. 22 hours to complete

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Course Summary

Learn the fundamentals of sales management, including how to build a sales team, manage sales operations, and motivate salespeople.

Key Learning Points

Understand the key principles of sales management
Learn how to build and manage an effective sales team
Develop skills in sales operations and performance management

Learning Outcomes

Understand the key principles of sales management
Develop skills in building and managing an effective sales team
Learn how to improve sales operations and performance management

Prerequisites or good to have knowledge before taking this course

Basic knowledge of sales
Experience in a sales role

Course Difficulty Level

Intermediate

Course Format

Online
Self-paced

Similar Courses

Sales Training: Practical Sales Techniques
Sales Strategy: Mastering the Selling Process

Related Education Paths

Related Books

Description

Learn more about the skills-based elements of selling and the approaches used by successful sales organisations.

By taking this Introduction to Sales Management course, you can learn the key skills needed to be effective in sales. While using traditional selling tenets as its foundation and teaching you the role of sales in everyday life, this course adapts these concepts to the rapidly changing world of business, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.

Knowledge

Learn to determine the place and role of sales in the marketing mix of the organization.
Learn to formulate a sales strategy in various areas.
Learn to form the organizational structure of sales management.

Outline

Welcome!
Welcome Guide
Join us

Lecture 1. Place of sales management in marketing
Place of sales management in marketing. Part 1
Place of sales management in marketing. Part 2
Overview Lecture 1
Lecture materials 1
Training test for Lecture 1
Test for Lecture 1

Lecture 2. Sales strategy
Sales strategy. Part 1
Sales strategy. Part 2
Overview Lecture 2
Lecture materials 2
Case Study 1
Case Study Quiz
Training test for Lecture 2
Test for Lecture 2

Lecture 3. Salesforce size, budgeting and compensations
Salesforce size, budgeting and compensations (sales, time and money). Part 1
Salesforce size, budgeting and compensations (sales, time and money). Part 2
Overview Lecture 3
Lecture materials 3
Training test for Lecture 3
Test for Lecture 3

Lecture 4. Organizational structures
Organizational structures. Part 1
Organizational structures. Part 2
Overview Lecture 4
Lecture materials 4
Training test for Lecture 4
Test for Lecture 4

Lecture 5. Sales techniques
Sales technique. Part 1
Sales technique. Part 2
Sales technique. Part 3
Overview Lecture 5
Lecture materials 5
Case Study 2
Case Study Quiz
Training test for Lecture 5
Test for Lecture 5

Lecture 6. Motivation and performance evaluation
Motivation and performance evaluation. Part 1
Motivation and performance evaluation. Part 2
Overview Lecture 6
Lecture materials 6
Training test for Lecture 6
Test for Lecture 6

Lecture 7. Recruitment, training and leadership
Recruitment, training and leadership. Part 1
Recruitment, training and leadership. Part 2
Overview Lecture 7
Lecture materials 7
Training test for Lecture 7
Test for Lecture 7

Case on GGR-movie
Case Study GGR-movie
Case L1-L7

Exam
Training test for Exam
Test for Exam

Summary of User Reviews

Learn effective sales management strategies and techniques with this comprehensive course on Coursera. Course participants praise the course for its practical approach and real-world examples.

Key Aspect Users Liked About This Course

Real-world examples

Pros from User Reviews

Practical approach to sales management
Real-world examples that are easy to relate to
Engaging and interactive course materials
Great value for the price
Excellent instructor feedback

Cons from User Reviews

Limited coverage of certain topics
Could benefit from more advanced material
Lengthy lectures can be overwhelming for some
Some technical issues with the online platform
Certificate of completion does not hold much value in the industry

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