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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/sales-force-management
课程评论：没有评论
课程名称：销售队伍管理 概述：销售队伍管理是销售运营与管理专业化系列课程中的第二门课程，主要涵盖招聘和人事管理的各个方面。学员将学习职位设计与招聘流程、招聘工具、培训在销售队伍发展中的作用，以及如何激励销售人员完成对组织成功至关重要的任务。 课程大纲： 第一部分：销售队伍选择、招聘、激励与评估 本周将提供职位设计和招聘流程的一般概述，涉及职位分析、职位描述和职位资格声明这三份重要文件。我们讨论这些文件的作用及其准备方式，介绍招聘漏斗的概念，并展示如何将其应用于招聘情境。最后，我们讨论8个招聘销售人员的来源。 第二部分：销售队伍招聘 本模块重点在于销售专业人员的招聘，涵盖招聘工具，包括面试、测试和参考资料。我们还将介绍如何对候选人进行排名和选择，以及预测绩效和离职的因素。 第三部分：培训在销售队伍发展中的角色 本模块专注于培训内容，讨论销售培训计划的8个步骤、如何设定培训目标以及销售培训项目中的内容。我们还将讨论销售培训中的三项关键决策以及当前销售培训的新兴趋势。 第四部分：激励销售队伍 作为销售经理，其工作的一部分就是激励销售人员完成对组织成功至关重要的任务。本单元将定义激励及其在销售中的重要性，介绍五种不同的激励理论并展示它们在销售情境中的应用，最后讨论作为激励计划一部分的奖励与激励措施的使用。 第五部分：销售队伍评估 在本模块中，我们将涵盖销售队伍评估的基础知识，首先识别经理在评估销售人员时面临的挑战。然后，我们将介绍指导评估过程的五步模型，评审评估销售人员时使用的各种标准，并讨论四种评估类型。
Part: 1
Title:Sales Force Selection, Recruitment, Motivation, and Evaluation
Description:This week provides a general overview of the job design and recruitment processes. As part of that, we cover three important documents: a job analysis, a job description and a job qualifications statement. We discuss what these documents are, what purpose they serve and how they are prepared. We present a concept called the job recruitment funnel and show how this is applied to hiring situations. Finally we discuss 8 sources for recruiting sales people.
Part: 2
Title:Sales Force Recruitment
Description:This module focuses on the recruitment of sales professionals. In this section, we cover the tools of recruitment. This includes interviewing, testing and references. We also cover how to rank and select job candidates and describe the factors that predict performance and turnover.
Part: 3
Title:The Role of Training in Sales Force Development
Description:In this module we focus on the training. We cover the 8 steps involved in a sales training program, how to set training objectives and the kinds of content found in sales training programs. We discuss the three key decisions involved in sales training as well as the emerging trends in sales training.
Part: 4
Title:Motivating the Sales Force
Description:Part of a sales manager's job is to motivate his or her salespeople to perform the tasks critical to an organization's success. In this unit, we define motivation and its importance in sales. We will present five different theories of motivation and show how these work in sales situations. Finally, we discuss the use of rewards and incentives as part of a motivation program.
Part: 5
Title:Sales Force Evaluation
Description:In this module we cover the basics of sales force evaluation. We will begin with identifying the challenges a manager faces in evaluating a sales person. Next I will present a five step model to guide the evaluation process. After this, we will review the various criteria used in evaluating sales people. Finally, we will go over the four kinds of appraisals.
The second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.
