Account Management & Sales Force Design

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.

• Introduction and Overview
• 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.
• Strategic Planning and Sales Management
• This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
• Brief Overview of Sales Management
• 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.
• Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling Process
• 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.