Michael F. Walsh

Michael F. Walsh is a member of the faculty of the College of Business and Economics where he teaches courses in marketing at the graduate and undergraduate level. His research interests include consumer resistance to change and marketing/public policy matters. His research has been published in the Journal of Public Policy and Marketing, Journal of the Association for Consumer Research and the Journal of Product and Brand Management. Prior to his appointment at WVU, Mike was on the faculty of the Joseph M. Katz Graduate School of Business while pursuing a PhD. In addition to his academic experience, Mike has extensive corporate experience. During his 20+ year career in general management, advertising and marketing, Mike has focused on specialized marketing communication strategies in business to business, high technology and consumer marketing communications. Prior to his joining the University of Pittsburgh, Mike oversaw Buchanan Ingersoll's marketing activities covering 350 lawyers in 13 cities and across five states, and was Senior Vice President and Director of Operations and Finance for Ketchum Advertising. Mike serves on the board of director's executive committee of the Pittsburgh Civic Light Opera. P.O.W.E.R. He is past president of the Business Alumni Association of the University of Pittsburgh. He was a founder of the Information Technology Media Advisory Council and is a past member of the Board of Directors of BPA International, the Pittsburgh Advertising Club and the Pittsburgh Radio and Television Club. In 2015, Mike was named Educator of the Year by the Pittsburgh Chapter of the American Marketing Association. Education • PhD, University of Pittsburgh 2005 • MBA, University of Pittsburgh, 1990 • BA, Duquesne University

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Sales Operations: Final Project (Coursera)

In the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for [...]
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Sales Force Management (Coursera)

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 [...]
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Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues (Coursera)

In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales [...]
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Account Management & Sales Force Design (Coursera)

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 [...]
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Compensation, Expenses and Quotas (Coursera)

This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales [...]
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