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Coursera

Sales Operations: Final Project

West Virginia University via Coursera

Overview

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.

Syllabus

  • Overall Sales Function & Reporting Structure
  • Recruitment and Training
  • Territories and Compensation
  • Evaluation

Taught by

Emily C. Tanner, Ph.D., Suzanne C. Bal and Michael F. Walsh, Ph.D.

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