Sales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force. This course provides the knowledge and know how required for careers in sales management. Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting. Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge. The learning outcomes are:
Sales Operations/Management Specialization
Sales Operations/Management Specialization
Prepare Yourself for a Sales Management Career. Master knowledge and techniques to manage an effective sales force.
Instructors: Michael F. Walsh, Ph.D.
Included with 
Get in-depth knowledge of a subject
(349 reviews)
Beginner level
No prior experience required
2 months at 10 hours a week
Flexible schedule
Earn a career credential
Share your expertise with employers
Get in-depth knowledge of a subject
(349 reviews)
Beginner level
No prior experience required
2 months at 10 hours a week
Flexible schedule
Earn a career credential
Share your expertise with employers
What you'll learn
Skills you'll gain
- Sales Training
- Talent Recruitment
- Operating Expense
- Account Management
- Marketing Budgets
- Sales Management
- Expense Management
- Legal Risk
- Business Ethics
- Sales Process
- Sales
- Training and Development
- Employee Training
- Sales Strategy
- Recruitment
- Organizational Structure
- Sales Territory Management
- Inside Sales
- Compensation Strategy
- General Sales Practices
What’s included
Shareable certificate
Add to your LinkedIn profile
Taught in English
18 practice exercises
Specialization - 5 course series
What you'll learn
Skills you'll gain
Business Strategy, Sales Training, Inside Sales, Sales Management, Outside Sales, Sales Process, Sales Strategy, Sales, Recruitment, Account Management, and Selling Techniques
What you'll learn
Skills you'll gain
Recruitment, Performance Measurement, Sales Training, Team Motivation, Performance Appraisal, Interviewing Skills, Job Analysis, Talent Recruitment, Sales, Sales Management, and Employee Training
What you'll learn
Skills you'll gain
Expense Management, Sales, Compensation Strategy, Compensation Management, Transportation Operations, Cost Control, Sales Strategy, Travel Arrangements, Operating Expense, Goal Setting, Performance Metric, and Sales Management
What you'll learn
Skills you'll gain
Sales Territory Management, Forecasting, Business Ethics, Legal Risk, Marketing Budgets, Performance Analysis, Sales, Market Analysis, Budgeting, Sales Strategy, Sales Management, and Pareto Chart
What you'll learn
Skills you'll gain
General Sales Practices, Organizational Structure, Training and Development, Sales Strategy, Compensation Management, Sales Management, Sales Territory Management, Employee Performance Management, Sales Process, Recruitment, and Interviewing Skills
Earn a career certificate
Add this credential to your LinkedIn profile, resume, or CV. Share it on social media and in your performance review.
Instructors
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Frequently asked questions
This specialization contains one course of five weeks, three courses of four weeks, and a final capstone project for a total of 18-19 weeks.
This specialization assumes some familiarity with retail settings, but no specific knowledge is required.
It is strongly recommended that students complete all five courses in sequential order.
More questions
Financial aid available,
¹ Median salary and job opening data are sourced from Lightcast™ Job Postings Report. Content Creator, Machine Learning Engineer and Salesforce Development Representative (1/1/2024 - 12/31/2024) All other job roles (10/1/2024 - 10/1/2025)