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Sales Force Management, the second course in the Sales Operations/Management Specialization, covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, recruitment tools, the role of training in sales force development, and motivating salespeople to complete tasks that are critical to an organization's success.
Syllabus :
1. Sales Force Selection, Recruitment, Motivation, and Evaluation
- Introduction - Week 1
- Overview of Recruitment Process
- Job Analysis
- Duties of a Salesperson
- Job Qualifications4
- Recruitment Funnel and Recruitment Sources
- Interview - Mike Cunningham from Fastenal
- Interview - Mike Cunningham - Fastenal Vending Machine
- Summary - Week 1
2. Sales Force Recruitment
- 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
3. The Role of Training in Sales Force Development
- 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
4. Motivating the Sales Force
- 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
5. Sales Force Evaluation
- 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
