Sales Force Management by Coursera
Skills you will learn!
Curriculum
16 Topics
Introduction - Week 1
Overview of Recruitment Process
Job Analysis
Duties of a Salesperson
Job Qualifications
Recruitment Funnel and Recruitment Sources
Interview - Mike Cunningham from Fastenal
Interview - Mike Cunningham - Fastenal Vending Machine
Summary - Week 1
Sales Recruiters: How to Hire Top Sales People
Top Ways to Make Your Company More Marketable to Job Seekers in 2018
Ten Shameful Recruiting Practices That Drive Candidates Away
Fastenal Overview Video
Week 1
Job Analysis Worksheet for Tasks
Complete a Job Description
13 Topics
Introduction - Week 2
Interviewing
Interview - Kim Moyers from First United Bank & Trust
Interview - Kim Moyers - Personal Job Experiences
Employment Tests
Final Selection
Q&A - Scott Throckmorton from Fastenal
Summary - Week 2
The Complete Guide to The Most Effective Sales Interview Questions
10 of the Best Recruiting Assessment Tools
References: Their Importance in the Recruitment Process
Week 2
Pre-Employment Socialization
17 Topics
Introduction - Week 3
Keys to Sales Training
Sales Training Development Process - Part 1
Sales Training Development Process - Part 2
Sales Training Content
Importance of Sales Training
Training Methods
Emerging Training Methods
Interview - Jerry R. Simpson from Borden Office Equipment
Q&A - Jerry R. Simpson
Summary - Week 3
The Business Case for Sales Training
Scheduling Sales Force Training: Theory and Evidence
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have
Week 3
Well Written Training Objectives Using SMART
Motivational Issues Seminars
17 Topics
Introduction - Week 4
Overview of Motivation
ERG Theory
Reward and Incentive Programs
Closing Thoughts
Theories of Motivation
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 1
Interview - Jerry R. Simpson - Motivating the Sales Force - Part 2
Q&A - Jerry R. Simpson - Motivating the Sales Force
Interview - Dan Adams from Advanced Heating & Cooling - Part 1
Summary - Week 4
One More Time: How do you Motivate Employees?
The Science of Motivating Sales People - The Carrot and Stick Must Go
9 Super Effective Ways to Motivate Your Team
How to Motivate Your Sales Team: 8 Tried-and-True Strategies
Week 4
Maslow's Hierarchy of Needs Application Exercise
15 Topics
Introduction - Week 5
Challenges in Sales Evaluations
Contemporary Approach to Sales Force Evaluations
Output Factors
Input Factors
Types of Performance Appraisal techniques
Interview - Jerry R. Simpson
Q&A - Jerry R. Simpson
Interview - Dan Adams - Part 2
Summary - Week 5
Characteristics of Performance Appraisals and Their Impact on Sales Force Satisfaction
The New Science of Sales Force Productivity
Week 5
Using Evaluation Data to Determine Sales Performance
Sales Performance Evaluation Websites
Sales Force Management
Related Sales Management Courses
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