West Virginia University

Sales Force Management

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

Instructors: Michael F. Walsh, Ph.D.

10,730 already enrolled

Included with Coursera Plus

Gain insight into a topic and learn the fundamentals.
4.6

(98 reviews)

18 hours to complete
3 weeks at 6 hours a week
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
4.6

(98 reviews)

18 hours to complete
3 weeks at 6 hours a week
Flexible schedule
Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

5 assignments

Taught in English

See how employees at top companies are mastering in-demand skills

Placeholder

Build your subject-matter expertise

This course is part of the Sales Operations/Management Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
  • Learn new concepts from industry experts
  • Gain a foundational understanding of a subject or tool
  • Develop job-relevant skills with hands-on projects
  • Earn a shareable career certificate
Placeholder
Placeholder

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV

Share it on social media and in your performance review

Placeholder

There are 5 modules in this course

This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.

What's included

9 videos4 readings1 assignment2 peer reviews

This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.

What's included

8 videos3 readings1 assignment1 peer review

In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.

What's included

11 videos3 readings1 assignment2 peer reviews

Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.

What's included

11 videos4 readings1 assignment1 peer review

In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.

What's included

10 videos2 readings1 assignment2 peer reviews

Instructors

Instructor ratings
4.8 (13 ratings)
Michael F. Walsh, Ph.D.
West Virginia University
5 Courses33,769 learners
Suzanne C. Bal
West Virginia University
5 Courses33,769 learners

Offered by

Recommended if you're interested in Leadership and Management

Why people choose Coursera for their career

Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Learner reviews

Showing 3 of 98

4.6

98 reviews

  • 5 stars

    74.48%

  • 4 stars

    17.34%

  • 3 stars

    5.10%

  • 2 stars

    1.02%

  • 1 star

    2.04%

AH
5

Reviewed on Oct 17, 2020

LG
5

Reviewed on Aug 24, 2020

GY
5

Reviewed on Jun 14, 2020

New to Leadership and Management? Start here.

Placeholder

Open new doors with Coursera Plus

Unlimited access to 7,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Frequently asked questions