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
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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.
18,722 already enrolled
Included with 
Get in-depth knowledge of a subject
(343 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
(343 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 Process
- Inside Sales
- Recruitment
- Training Programs
- Account Management
- Sales Territory Management
- Sales Management
- Legal Risk
- Expense Management
- Compensation Strategy
- Sales Strategy
- Talent Recruitment
- Sales
- Employee Training
- Business Ethics
- General Sales Practices
- Operating Expense
- Organizational Structure
- Marketing Budgets
- Sales Training
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
Category: Sales Management
Category: Outside Sales
Category: Inside Sales
Category: Sales Process
Category: Business Strategy
Category: Selling Techniques
Category: Account Management
Category: Sales
Category: Sales Strategy
Category: General Sales Practices
What you'll learn
Skills you'll gain
Category: Recruitment
Category: Interviewing Skills
Category: Team Motivation
Category: Training Programs
Category: Employee Performance Management
Category: Sales Training
Category: Job Analysis
Category: Performance Appraisal
Category: Employee Training
Category: Sales Management
Category: Talent Recruitment
Category: Goal Setting
What you'll learn
Skills you'll gain
Category: Expense Management
Category: Compensation Management
Category: Compensation Strategy
Category: Sales
Category: Goal Setting
Category: Cost Control
Category: Transportation Operations
Category: Travel Arrangements
Category: Performance Metric
Category: Operating Expense
Category: Sales Management
Category: Sales Strategy
What you'll learn
Skills you'll gain
Category: Forecasting
Category: Sales Territory Management
Category: Business Ethics
Category: Market Analysis
Category: Marketing Budgets
Category: Sales Management
Category: Sales
Category: Performance Analysis
Category: Pareto Chart
Category: Legal Risk
Category: Sales Strategy
Category: Budgeting
What you'll learn
Skills you'll gain
Category: Sales
Category: Sales Territory Management
Category: Organizational Structure
Category: Compensation Management
Category: General Sales Practices
Category: Sales Management
Category: Employee Performance Management
Category: Interviewing Skills
Category: Employee Training
Category: Recruitment
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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 (9/1/2024 - 9/1/2025)