Sales Operations: Final Project

Get one of our best deals and build skills with 50% off Coursera Plus. Save now.

Sales Operations: Final Project

This course is part of Sales Operations/Management Specialization

Instructors: Emily C. Tanner, Ph.D.

4,554 already enrolled

Included with

Learn more

4 modules

Gain insight into a topic and learn the fundamentals.

40 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

40 reviews

2 weeks to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Taught in English

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

Learn more about Coursera for Business

logos of Petrobras, TATA, Danone, Capgemini, P&G and L'Oreal

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

In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.

What's included

6 videos5 readings1 peer review

6 videosTotal 36 minutes

Sales Manager's Jobs1 minute
What Does a Sales Manager Do?3 minutes
Life of a Sales Manager4 minutes
Skills You Need7 minutes
Emerging Trends and Challenges3 minutes
Q&A Week 318 minutes

5 readingsTotal 80 minutes

Introduction to Sales Operations/Management Capstone Course and Final Project Overview10 minutes
The Elements of a Successful Sales Business Plan15 minutes
Sales Management Definition, Process, Strategies and Resources30 minutes
The Four Phases In Sales Management Evolution15 minutes
10 Management Skills that Make the Best Sales Managers Stand Out10 minutes

1 peer reviewTotal 120 minutes

Final Project - Part 1120 minutes

What's included

15 videos8 readings1 peer review

15 videosTotal 52 minutes

Overview of Recruitment Process4 minutes
Job Analysis4 minutes
Duties of a Salesperson4 minutes
Job Qualifications5 minutes
Recruitment Funnel and Recruitment Sources8 minutes
Interviewing4 minutes
Employment Tests4 minutes
Final Selection5 minutes
Keys to Sales Training2 minutes
Sales Training Development Process - Part 12 minutes
Sales Training Development Process - Part 22 minutes
Sales Training Content2 minutes
Importance of Sales Training2 minutes
Training Methods4 minutes
Emerging Training Methods1 minute

8 readingsTotal 150 minutes

Sales Recruiters: How to Hire Top Sales People10 minutes
Ten Shameful Recruiting Practices That Drive Candidates Away10 minutes
The Complete Guide to The Most Effective Sales Interview Questions30 minutes
10 of the Best Recruiting Assessment Tools20 minutes
References: Their Importance in the Recruitment Process20 minutes
The Business Case for Sales Training20 minutes
Scheduling Sales Force Training: Theory and Evidence30 minutes
Once is Not Enough: Why Sales Training Reinforcement is a Must-Have10 minutes

1 peer reviewTotal 120 minutes

Final Project - Part 2120 minutes

What's included

9 videos3 readings1 peer review

9 videosTotal 60 minutes

Developing a Sales Territory Plan1 minute
Factors in Territory Management1 minute
Q&A on Territories9 minutes
Goals of a Sales Compensation Plan1 minute
Indirect Monetary Compensation1 minute
Q&A on Compensation19 minutes
Sales Force Expenses2 minutes
Goals of Sales Expense Plan2 minutes
Q&A on Sales Expenses24 minutes

3 readingsTotal 30 minutes

One Size Fits All? Not In Sales Territory Planning10 minutes
Get Off My Turf: Assigning Sales Territories10 minutes
Motivating Salespeople: What Really Works10 minutes

1 peer reviewTotal 120 minutes

Final Project - Part 3120 minutes

What's included

6 videos3 readings1 peer review

6 videosTotal 29 minutes

Sales Evaluation2 minutes
Elements of Sales Performance Evaluation1 minute
Sales Expense Analysis2 minutes
Q&A on Sales Performance Evaluation19 minutes
Challenges in Sales Evaluations2 minutes
Contemporary Approach to Sales Force Evaluations4 minutes

3 readingsTotal 30 minutes

How to Measure Sales Performance10 minutes
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 minutes
The New Science of Sales Force Productivity10 minutes

1 peer reviewTotal 60 minutes

Final Project - Part 460 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

(6 ratings)

Emily C. Tanner, Ph.D.

West Virginia University

5 Courses42,299 learners

Offered by

West Virginia University

Explore more from Leadership and Management

Status: Free Trial
Fundação Instituto de Administração
Strategic Sales Management Final Project
Course
Status: Free Trial
West Virginia University
Sales Operations/Management
Specialization
Status: Free Trial
West Virginia University
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
Course
Status: Free Trial
Coursera
Operations & Closing Skills
Course

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

5 stars
82.50%
4 stars
15%
3 stars
2.50%
2 stars
0%
1 star
0%

Showing 3 of 40

Reviewed on Aug 23, 2020

Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.

View more reviews

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.