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.
Overall Sales Function & Reporting Structure
Recruitment and Training
Territories and Compensation
Emily C. Tanner, Ph.D., Suzanne C. Bal and Michael F. Walsh, Ph.D.