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Sales Force Management · LearnSpace
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Sales Force Management

Курс от West Virginia University
Уровень не указан≈ 18.8 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.

Навыки, которые вы освоите

RecruitmentJob AnalysisRecruitment StrategiesTeam MotivationPerformance MeasurementInterviewing SkillsPerformance AppraisalSales TrainingEmployee Performance ManagementPeople AnalyticsEmployee TrainingSales ManagementSales DevelopmentTalent RecruitmentTraining ProgramsManagement Training And DevelopmentPerformance Review

Программа курса

5 модулей · 78 учебных материалов

01Sales Force Selection, Recruitment, Motivation, and Evaluation16 материалов

Week 1 Activities

Introduction - Week 1ВидеоOverview of Recruitment ProcessВидеоJob AnalysisВидеоJob Analysis Worksheet for TasksВзаимная проверка

Учитесь у экспертов

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing

Suzanne C. Bal

Teaching Assistant Professor, Marketing

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing

Sales Force Management
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Обучение на Coursera

≈ 18.8 ч

5 модулей

Язык: Английский

Субтитры: Арабский, Французский, Бенгальский, Украинский, Китайский (Китай), Греческий, Итальянский, Бразильский португальский, Вьетнамский, Нидерландский, Корейский, Немецкий, Пушту, Урду, Русский, Тайский, Индонезийский, Шведский, Турецкий, Азербайджанский, Испанский, Дари, Хинди, Японский, Казахский, Венгерский, Польский

Часть программы вашего университета
Duties of a SalespersonВидео
Complete a Job DescriptionВзаимная проверка
Job QualificationsВидео
Sales Recruiters: How to Hire Top Sales PeopleЧтение
Top Ways to Make Your Company More Marketable to Job Seekers in 2018Чтение
Recruitment Funnel and Recruitment SourcesВидео
Ten Shameful Recruiting Practices That Drive Candidates AwayЧтение
Fastenal Overview VideoЧтение
Interview - Mike Cunningham from FastenalВидео
Interview - Mike Cunningham - Fastenal Vending MachineВидео
Summary - Week 1Видео
Week 1Задание
02Sales Force Recruitment13 материалов

Week 2 Activities

Introduction - Week 2ВидеоInterviewingВидеоInterview - Kim Moyers from First United Bank & TrustВидеоInterview - Kim Moyers - Personal Job ExperiencesВидеоThe Complete Guide to The Most Effective Sales Interview QuestionsЧтениеPre-Employment SocializationВзаимная проверкаEmployment TestsВидео10 of the Best Recruiting Assessment ToolsЧтениеReferences: Their Importance in the Recruitment ProcessЧтениеFinal SelectionВидеоQ&A - Scott Throckmorton from FastenalВидеоSummary - Week 2ВидеоWeek 2Задание
03The Role of Training in Sales Force Development17 материалов

Week 3 Activities

Introduction - Week 3ВидеоThe Business Case for Sales TrainingЧтениеScheduling Sales Force Training: Theory and EvidenceЧтениеKeys to Sales TrainingВидеоSales Training Development Process - Part 1ВидеоWell Written Training Objectives Using SMARTВзаимная проверкаSales Training Development Process - Part 2ВидеоSales Training ContentВидеоImportance of Sales TrainingВидеоTraining MethodsВидеоOnce is Not Enough: Why Sales Training Reinforcement is a Must-HaveЧтениеEmerging Training MethodsВидеоMotivational Issues SeminarsВзаимная проверкаInterview - Jerry R. Simpson from Borden Office EquipmentВидеоQ&A - Jerry R. SimpsonВидеоSummary - Week 3ВидеоWeek 3Задание
04Motivating the Sales Force17 материалов

Week 4 Activities

Introduction - Week 4ВидеоOverview of MotivationВидеоMaslow's Hierarchy of Needs Application ExerciseВзаимная проверкаERG TheoryВидеоReward and Incentive ProgramsВидеоClosing ThoughtsВидеоOne More Time: How do you Motivate Employees?ЧтениеThe Science of Motivating Sales People - The Carrot and Stick Must GoЧтениеTheories of MotivationВидео9 Super Effective Ways to Motivate Your TeamЧтениеHow to Motivate Your Sales Team: 8 Tried-and-True StrategiesЧтениеInterview - Jerry R. Simpson - Motivating the Sales Force - Part 1ВидеоInterview - Jerry R. Simpson - Motivating the Sales Force - Part 2ВидеоQ&A - Jerry R. Simpson - Motivating the Sales ForceВидеоInterview - Dan Adams from Advanced Heating & Cooling - Part 1ВидеоSummary - Week 4ВидеоWeek 4Задание
05Sales Force Evaluation15 материалов

Week 5 Activities

Introduction - Week 5ВидеоCharacteristics of Performance Appraisals and Their Impact on Sales Force SatisfactionЧтениеThe New Science of Sales Force ProductivityЧтениеChallenges in Sales EvaluationsВидеоContemporary Approach to Sales Force EvaluationsВидеоUsing Evaluation Data to Determine Sales PerformanceВзаимная проверкаOutput FactorsВидеоInput FactorsВидеоTypes of Performance Appraisal techniquesВидеоSales Performance Evaluation WebsitesВзаимная проверкаInterview - Jerry R. SimpsonВидеоQ&A - Jerry R. SimpsonВидеоInterview - Dan Adams - Part 2ВидеоSummary - Week 5ВидеоWeek 5Задание