Account Management & Sales Force Design

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Account Management & Sales Force Design

This course is part of Sales Operations/Management Specialization

Instructors: Michael F. Walsh, Ph.D.

30,602 already enrolled

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4 modules

Gain insight into a topic and learn the fundamentals.

308 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

308 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

4 assignments¹

AI Graded see disclaimer

Taught in English

87%

Most learners liked this course

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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

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.

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

8 videosTotal 68 minutes

Overview of Specialization - Sales Operations & Management7 minutes
Instructor Introductions and Orientation to Sales Specialization10 minutes
History of Sales - Part 18 minutes
History of Sales - Part 24 minutes
History of Sales - Part 36 minutes
History of Sales - Part 45 minutes
History of Sales - Part 58 minutes
Q&A - Week 120 minutes

4 readingsTotal 40 minutes

The Growing Power of Inside Sales10 minutes
A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now10 minutes
6 Common Types of Sales Jobs: Which Is The Right One For You?10 minutes
4 Areas of Essential Sales Skills10 minutes

1 assignmentTotal 30 minutes

Week 130 minutes

1 peer reviewTotal 45 minutes

Salesperson Statements45 minutes

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

5 videosTotal 59 minutes

Introduction to Account Management & Sales Force Design1 minute
Strategic Plans7 minutes
Porter's 5-Forces Model7 minutes
Applying Porter's 5-Forces Model6 minutes
Q&A - Week 238 minutes

5 readingsTotal 90 minutes

Building A Customer-Obsessed Culture20 minutes
Your Strategy Needs a Strategy15 minutes
The Elements of a Successful Sales Business Plan30 minutes
Five Steps to a Strategic Plan10 minutes
Strategic Plan Template: What To Include In Yours15 minutes

1 assignmentTotal 30 minutes

Week 230 minutes

1 peer reviewTotal 60 minutes

Personal Mission and Vision60 minutes

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

11 videosTotal 78 minutes

Introduction - Week 31 minute
Evolution of Sales3 minutes
Sales Managers Jobs1 minute
What Does a Sales Manager Do?3 minutes
Life of a Sales Manager4 minutes
Skills You Need7 minutes
Emerging Trends and Challenges3 minutes
Pharmaceutical Sales Overview14 minutes
Interview - Lee Hardesty from AstraZeneca24 minutes
Summary - Week 31 minute
Q&A - Week 318 minutes

5 readingsTotal 80 minutes

Sales Management Definition, Process, Strategies and Resources30 minutes
The Four Phases In Sales Management Evolution15 minutes
10 Management Skills that Make the Best Sales Managers Stand Out10 minutes
A Day In The Life Of A Sales Manager10 minutes
Emerging Trends in Sales Management15 minutes

1 assignmentTotal 30 minutes

Week 330 minutes

2 peer reviewsTotal 60 minutes

Promotion Criteria30 minutes
Services for Sales Managers30 minutes

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

12 videosTotal 63 minutes

Introduction - Week 43 minutes
Inside Vs. Outside Sales7 minutes
Buying Centers5 minutes
What is a Sale?1 minute
Marketing Vs. Sales1 minute
Personal Sales1 minute
Personal Selling1 minute
Personal Selling Process5 minutes
Sales Satisfaction-Dissatisfaction14 minutes
Interview - Scott Wilkie from PwC9 minutes
Summary - Week 42 minutes
Q&A - Week 414 minutes

4 readingsTotal 60 minutes

Inside Vs. Outside Sales10 minutes
Major Sales: Who Really Does the Buying?30 minutes
Buying Center in Industrial Marketing10 minutes
Sales vs. Marketing - Marketing Always Changes10 minutes

1 assignmentTotal 30 minutes

Week 430 minutes

1 peer reviewTotal 60 minutes

Buying Center Concept60 minutes

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Instructors

Instructor ratings

(76 ratings)

Michael F. Walsh, Ph.D.

West Virginia University

5 Courses42,474 learners

Offered by

West Virginia University

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Showing 3 of 308

Reviewed on Apr 29, 2020

very good overview. Unfortunately the 2 ladies speak too fast. the rest is perfect.

Reviewed on Aug 17, 2024

This course took me from mere theoretical understanding to an established deep consciousness of the concepts covered. Thumbs up to Coursera! 👍

Reviewed on Sep 1, 2019

It pretty well structured, I work in sales for a couple of years and the course has helped me to realize how bad I have been leading a sales team.

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Frequently asked questions

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

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.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.