The first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.
Account Management & Sales Force Design
Account Management & Sales Force Design
This course is part of Sales Operations/Management Specialization
Instructors: Michael F. Walsh, Ph.D.
23,824 already enrolled
Included with 
Gain insight into a topic and learn the fundamentals.
4.5
(268 reviews)
14 hours to complete
3 weeks at 4 hours a week
Flexible schedule
Learn at your own pace
89%
Most learners liked this course
Details to know
Shareable certificate
Add to your LinkedIn profile
Assessments
4 assignments
Taught in English
See how employees at top companies are mastering in-demand skills
Build your subject-matter expertise
This course is part of the Sales Operations/Management Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
- Learn new concepts from industry experts
- Gain a foundational understanding of a subject or tool
- Develop job-relevant skills with hands-on projects
- Earn a shareable career certificate
Earn a career certificate
Add this credential to your LinkedIn profile, resume, or CV
Share it on social media and in your performance review
There are 4 modules in this course
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.
What's included
8 videos4 readings1 assignment1 peer review
This module identifies the steps in strategic planning and how the sales function is involved in strategic planning.
What's included
5 videos5 readings1 assignment1 peer review
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.
What's included
11 videos5 readings1 assignment2 peer reviews
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.
What's included
12 videos4 readings1 assignment1 peer review
Instructors
Instructor ratings
4.7 (64 ratings)Offered by
Recommended if you're interested in Leadership and Management
University of Virginia
Coursera Instructor Network
Coursera Instructor Network
Salesforce
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."
Learner reviews
4.5
268 reviews
- 5 stars
74.72%
- 4 stars
12.63%
- 3 stars
5.20%
- 2 stars
1.85%
- 1 star
5.57%
Showing 3 of 268
AK
5
Reviewed on May 13, 2020
This course basically helps me to understand sales, marketing concepts and improve analytical skills in sales field and how to work as salesperson.
AJ
4
Reviewed on Mar 16, 2021
Great course only issue is you really have to chase others to review your assignments and it get really annoying.. it can take sometime before you even get noticed. :(
GY
4
Reviewed on Jun 10, 2020
The course is brilliant and highly informative, the assignments interesting and you have to concentrate BUT the peer grading system is poor with long delays to get peer reviews done
New to Leadership and Management? Start here.
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
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.