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⇱ Account Management & Sales Force Design | Coursera

Account Management & Sales Force Design

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Account Management & Sales Force Design

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Gain insight into a topic and learn the fundamentals.
4.5

308 reviews

2 weeks to complete
at 10 hours a week
Flexible schedule
Learn at your own pace
87%
Most learners liked this course
Gain insight into a topic and learn the fundamentals.
4.5

308 reviews

2 weeks to complete
at 10 hours a week
Flexible schedule
Learn at your own pace
87%
Most learners liked this course

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

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 videos•Total 68 minutes
  • Overview of Specialization - Sales Operations & Management•7 minutes
  • Instructor Introductions and Orientation to Sales Specialization•10 minutes
  • History of Sales - Part 1•8 minutes
  • History of Sales - Part 2•4 minutes
  • History of Sales - Part 3•6 minutes
  • History of Sales - Part 4•5 minutes
  • History of Sales - Part 5•8 minutes
  • Q&A - Week 1•20 minutes
4 readings•Total 40 minutes
  • The Growing Power of Inside Sales•10 minutes
  • A Glimpse Into the Future: What Sales Will Look Like 5 Years From Now•10 minutes
  • 6 Common Types of Sales Jobs: Which Is The Right One For You?•10 minutes
  • 4 Areas of Essential Sales Skills•10 minutes
1 assignment•Total 30 minutes
  • Week 1•30 minutes
1 peer review•Total 45 minutes
  • Salesperson Statements•45 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 videos•Total 59 minutes
  • Introduction to Account Management & Sales Force Design•1 minute
  • Strategic Plans•7 minutes
  • Porter's 5-Forces Model•7 minutes
  • Applying Porter's 5-Forces Model•6 minutes
  • Q&A - Week 2•38 minutes
5 readings•Total 90 minutes
  • Building A Customer-Obsessed Culture•20 minutes
  • Your Strategy Needs a Strategy•15 minutes
  • The Elements of a Successful Sales Business Plan•30 minutes
  • Five Steps to a Strategic Plan•10 minutes
  • Strategic Plan Template: What To Include In Yours•15 minutes
1 assignment•Total 30 minutes
  • Week 2•30 minutes
1 peer review•Total 60 minutes
  • Personal Mission and Vision•60 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 videos•Total 78 minutes
  • Introduction - Week 3•1 minute
  • Evolution of Sales•3 minutes
  • Sales Managers Jobs•1 minute
  • What Does a Sales Manager Do?•3 minutes
  • Life of a Sales Manager•4 minutes
  • Skills You Need•7 minutes
  • Emerging Trends and Challenges•3 minutes
  • Pharmaceutical Sales Overview•14 minutes
  • Interview - Lee Hardesty from AstraZeneca•24 minutes
  • Summary - Week 3•1 minute
  • Q&A - Week 3•18 minutes
5 readings•Total 80 minutes
  • Sales Management Definition, Process, Strategies and Resources•30 minutes
  • The Four Phases In Sales Management Evolution•15 minutes
  • 10 Management Skills that Make the Best Sales Managers Stand Out•10 minutes
  • A Day In The Life Of A Sales Manager•10 minutes
  • Emerging Trends in Sales Management•15 minutes
1 assignment•Total 30 minutes
  • Week 3•30 minutes
2 peer reviews•Total 60 minutes
  • Promotion Criteria•30 minutes
  • Services for Sales Managers•30 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 videos•Total 63 minutes
  • Introduction - Week 4•3 minutes
  • Inside Vs. Outside Sales•7 minutes
  • Buying Centers•5 minutes
  • What is a Sale?•1 minute
  • Marketing Vs. Sales•1 minute
  • Personal Sales•1 minute
  • Personal Selling•1 minute
  • Personal Selling Process•5 minutes
  • Sales Satisfaction-Dissatisfaction•14 minutes
  • Interview - Scott Wilkie from PwC•9 minutes
  • Summary - Week 4•2 minutes
  • Q&A - Week 4•14 minutes
4 readings•Total 60 minutes
  • Inside Vs. Outside Sales•10 minutes
  • Major Sales: Who Really Does the Buying?•30 minutes
  • Buying Center in Industrial Marketing•10 minutes
  • Sales vs. Marketing - Marketing Always Changes•10 minutes
1 assignment•Total 30 minutes
  • Week 4•30 minutes
1 peer review•Total 60 minutes
  • Buying Center Concept•60 minutes

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.

Instructors

Instructor ratings
4.6 (76 ratings)
West Virginia University
5 Courses•42,403 learners

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Learner reviews

  • 5 stars

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  • 4 stars

    13.59%

  • 3 stars

    5.17%

  • 2 stars

    2.26%

  • 1 star

    5.82%

Showing 3 of 308

AK
·

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.

DP
·

Reviewed on Apr 29, 2020

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

GY
·

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

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.

Financial aid available,

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