Learn about Sales Force Management | Free Course | Alison
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Sales Force Management

Learn about sales the management of salesforce teams in a sales organization in this free online course.

Sales
Free Course
This free online course on sales force will be a useful resource for sales executives who wish to improve their knowledge on how sales marketing plans create great sales performance. The course describes in detail how to create viable sales force teams that influence customer relations and growth in the organization. By the end of this course, you will be better informed about the several factors that affect the sales force in an organization.
  • Duration

    1.5-3 Hours
  • Assessment

    Yes
  • Certification

    Yes
  • Responsive

    Yes
  • Publisher

    NPTEL

Description

Modules

Outcome

Certification

View course modules

Description

This course begins by explaining the meaning of a sales job analysis, and the importance of a sales job analysis in an organization. You will learn about the purpose of recruitment program policies in an organization and the challenges most organizations encounter during recruitment. You will also learn about the standard guidelines great organizations use in designing effective recruitment processes. 

The course explains the steps most organizations take in selecting the right candidates for its organizational performance. You will learn about how organizations determine the adequacy and appropriateness of the kind of workforce required. You will also learn about how organizations make use of effecting training processes for its employees, and how sales training programs in most organizations are designed.

The course then explains the meaning, process and purpose of motivating the sales force in an organization.You will learn about the several theories of motivation and their applications to sales force management. You will learn about how organizations deploy strategic compensation policies that fuel organizational growth. You will also learn about how organizations use certain performance appraisal systems to evaluate the performances of their salespersons.



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Learning Outcomes

Upon successful completion of this course, you will be able to:


  • Explain the phases in the selling process 
  • Explain how to overcome sales objections 
  • Describe the types of sales objections 
  • Explain the concept of trial close and closing the sales
  • Describe the meaning and definition of a sales job analysis 
  • Explain the importance of sales job analysis 
  • Describe the purpose of the sales job analysis 
  • Describe the process used in selecting training methods 
  • Describe the steps for implementing the training methods 
  • Explain the relationship between motivation and sales force management 
  • Describe the process of motivation 
  • Discuss the purpose of motivating sales force 
  • Discuss the theories of motivation and their application to sales force management 
  • Describe the Maslow's need hierarchy theory 

Certification

All Alison courses are free to enrol, study and complete. To successfully complete this Certificate course and become an Alison Graduate, you need to achieve 80% or higher in each course assessment. Once you have completed this Certificate course, you have the option to acquire an official Certificate, which is a great way to share your achievement with the world. Your Alison Certificate is:

Ideal for sharing with potential employers - include it in your CV, professional social media profiles and job applications
An indication of your commitment to continuously learn, upskill and achieve high results
An incentive for you to continue empowering yourself through lifelong learning

Alison offers 3 types of Certificates for completed Certificate courses:

Digital Certificate - a downloadable Certificate in PDF format, immediately available to you when you complete your purchase
Certificate - a physical version of your officially branded and security-marked Certificate, posted to you with FREE shipping
Framed Certificate - a physical version of your officially branded and security-marked Certificate in a stylish frame, posted to you with FREE shipping

All Certificates are available to purchase through the Alison Shop. For more information on purchasing Alison Certificates, please visit our FAQs. If you decide not to purchase your Alison Certificate, you can still demonstrate your achievement by sharing your Learner Record or Learner Achievement Verification, both of which are accessible from your Dashboard. For more details on our Certificate pricing, please visit our Pricing Page.

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