Sales Force Management

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.

• Understand sales job design
• Explain recruitment processes and tools for sales teams
• Recognize training roles in sales force development
• Apply motivation techniques to improve team performance

• Basic computer and internet skills
• Ability to read course instructions in English and complete practice activities