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.
Account Management & Sales Force Design
Account Management & Sales Force Design
This course is part of Sales Operations/Management Specialization
Instructors: Michael F. Walsh, Ph.D.
23,835 already enrolled
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Gain insight into a topic and learn the fundamentals.
4.5
(268 reviews)
14 hours to complete
3 weeks at 4 hours a week
Flexible schedule
Learn at your own pace
89%
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Assessments
4 assignments
Taught in English
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This course is part of the Sales Operations/Management Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 4 modules in this course
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.
What's included
8 videos4 readings1 assignment1 peer review
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
What's included
5 videos5 readings1 assignment1 peer review
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.
What's included
11 videos5 readings1 assignment2 peer reviews
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.
What's included
12 videos4 readings1 assignment1 peer review
Instructors
Instructor ratings
4.7 (64 ratings)Offered by
Recommended if you're interested in Leadership and Management
University of Virginia
Coursera Instructor Network
Coursera Instructor Network
Salesforce
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Learner reviews
4.5
268 reviews
- 5 stars
74.72%
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12.63%
- 3 stars
5.20%
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1.85%
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5.57%
Showing 3 of 268
AK
5
Reviewed on May 13, 2020
This course basically helps me to understand sales, marketing concepts and improve analytical skills in sales field and how to work as salesperson.
AJ
4
Reviewed on Mar 16, 2021
Great course only issue is you really have to chase others to review your assignments and it get really annoying.. it can take sometime before you even get noticed. :(
GY
4
Reviewed on Jun 10, 2020
The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done
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Frequently asked questions
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
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