Account Management & Sales Force Design

Go to Course: https://www.coursera.org/learn/account-management

Introduction

**Course Review: Account Management & Salesforce Design on Coursera** In the ever-evolving landscape of sales, understanding the nuances of account management and designing an effective sales force is critical to achieving business success. With this in mind, Coursera presents an excellent opportunity through its course titled **Account Management & Salesforce Design**—the cornerstone of the Sales Operations/Management Specialization. ### Overview This introductory course is tailored for individuals looking to enhance their sales acumen by exploring various sales methods and strategies. With a focus on practical insights and real-world applications, students will gain knowledge on strategic planning, sales management responsibilities, types of sales operations, the personal selling process, and the intricate dynamics of buying centers. This course serves as a solid foundation for professionals aiming to excel in sales and account management roles. ### Course Structure and Highlights 1. **Introduction and Overview**: This module sets the stage by introducing key instructors and offering a roadmap of what learners can expect from the course. It also outlines the other courses included in the specialization, giving a holistic view of the curriculum. 2. **Strategic Planning and Sales Management**: Here, participants will dive into strategic planning, discovering how the sales function integrates into broader business strategies. This module provides invaluable insights for anyone involved in setting the direction of sales initiatives. 3. **Brief Overview of Sales Management**: The course takes a detailed look at the responsibilities of a sales manager. With a focus on the evolution of these roles, students will meet a real-life sales manager who shares personal experiences, illustrating the challenges and rewards of sales management. 4. **Inside/Outside Sales and Buying Centers**: This module distinguishes between inside and outside sales operations while introducing the concept of a buying center—a critical element in understanding customer decision-making processes. An overview of personal selling techniques rounds out this essential content. ### Recommendations **Why You Should Enroll**: This course is highly recommended for aspiring sales professionals, current sales managers, and anyone involved in strategic business decisions. Whether you are looking to refine your skills, gain insights from industry veterans, or understand the factors influencing sales success, this course is a treasure trove of information. The blend of theoretical knowledge and practical perspectives provides a comprehensive understanding of sales operations. **What You Will Gain**: - **Enhanced Understanding of Sales Strategies**: Understand different selling techniques and how to apply them effectively. - **Strategic Insight**: Learn how sales initiatives fit into the larger business strategy, enabling you to align your efforts with organizational goals. - **Personal Connections**: Learn from real-world experiences shared by seasoned professionals, providing context and relevance to the course material. ### Final Thoughts In conclusion, **Account Management & Salesforce Design** on Coursera equips learners with the essential knowledge and skills needed to navigate the complexities of sales management. The course’s interactive format, coupled with expert-led insights, creates an ideal learning environment for both beginners and seasoned professionals. If you're looking to elevate your sales career and deepen your understanding of account management and sales force design, this course is an excellent investment in your professional development. Get started today and take the first step towards mastering the art of sales!

Syllabus

Introduction and Overview

This module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.

This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.

In this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager and you will meet a real sales manager and learn how he got to the position that he has and what his day is like.

This module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.