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
- Sales Territory Management
- Recruitment
- Marketing Budgets
- Account Management
- Sales Management
- Sales Strategy
- General Sales Practices
- Inside Sales
- Employee Training
- Legal Risk
- Training and Development
- Compensation Strategy
- Business Ethics
- Talent Recruitment
- Expense Management
- Operating Expense
- Organizational Structure
- Sales Process
- Sales
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
Sales Process, Outside Sales, Sales Training, Inside Sales, Sales Management, Business Strategy, Recruitment, Account Management, Sales, Sales Strategy, and Selling Techniques
What you'll learn
Skills you'll gain
Recruitment, Performance Appraisal, Interviewing Skills, Performance Measurement, Team Motivation, Job Analysis, Sales Training, Talent Recruitment, Employee Training, Sales Management, and Sales
What you'll learn
Skills you'll gain
Expense Management, Compensation Strategy, Sales, Compensation Management, Goal Setting, Sales Management, Travel Arrangements, Sales Strategy, Transportation Operations, Cost Control, Performance Metric, and Operating Expense
What you'll learn
Skills you'll gain
Sales Territory Management, Business Ethics, Forecasting, Sales Management, Sales, Sales Strategy, Performance Analysis, Marketing Budgets, Legal Risk, Budgeting, Market Analysis, and Pareto Chart
What you'll learn
Skills you'll gain
General Sales Practices, Training and Development, Organizational Structure, Interviewing Skills, Sales Management, Sales Strategy, Employee Performance Management, Sales Process, Compensation Management, Sales Territory Management, and Recruitment
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
Offered by
Compare with similar products
| Rating | ||||
|---|---|---|---|---|
| Level | ||||
| Skills | ||||
| Last updated | ||||
| Number of practice exercises | ||||
| Degree eligibility | ||||
| Part of Coursera Plus |
You might also like
Why people choose Coursera for their career
Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."
Open new doors with Coursera Plus
Unlimited access to 10,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription
Advance your career with an online degree
Earn a degree from world-class universities - 100% online
Join over 3,400 global companies that choose Coursera for Business
Upskill your employees to excel in the digital economy
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)