Sales Force Management
Learn about sales the management of salesforce teams in a sales organization in this free online course.
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CertificationView course modules
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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Sales Force Management I
Sales Force Management I - Learning Outcomes
Sales Force Management: Job Analysis
Sales Force Management: Recruitment
Sales Force Management: Selection
Sales Force Management: Training
Sales Force Management I - Lesson Summary
Sales Force Management II
Sales Force Management II - Learning Outcomes
Sales Force Management: Motivation
Sales Force Management: Compensation
Sales Force Management: Managing Expenses of Sales Personnel
Sales Force Management: Evaluation I
Sales Force Management: Evaluation II
Sales Force Management II - Lesson Summary
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
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