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 expenses, and how you can use quotas to help your salespeople achieve goals.
Этот курс входит в специализацию ''Специализация Sales Operations/Management'
Compensation, Expenses and Quotas
от партнера
Программа курса: что вы изучите
Неделя
15 ч. на завершение
Compensation Overview
This module focuses on sales force compensation. In this segment, we will identify the goals of a sales force compensation plan. We will compare the different viewpoints that managers and salespeople have towards compensation. We will discuss the various steps in developing a compensation plan and identify how managers determine overall levels of compensation for their sales force. We will describe the basic methods used today in compensating the sales force and discuss the pros and cons of each. Finally, we will discuss indirect monetary compensation and its role in sales force compensation.
12 видео ((всего 66 мин.)), 1 материал для самостоятельного изучения, 3 тестов
12 видео
Goals of a Sales Compensation Plan1мин
Interview: Sydney Eddy from Lavish Botique8мин
Manager versus Sales Professionals Perspectives1мин
Steps in Developing a Compensation Plan4мин
Straight Salary1мин
Straight Commission2мин
Combination Plan4мин
Indirect Monetary Compensation31
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19мин
Week 1 Questions and Answers19мин
Week 1 Review1мин
1 материал для самостоятельного изучения
Motivating Salespeople: What Really Works20мин
1 практическое упражнение
Week 1 Quiz15мин
Неделя
22 ч. на завершение
Methods of Compensation
This week we will discuss the role of expenses in sales force compensation. We will describe the goals of a sales expense plan and the various issues relating to sales force expense management such as IRS rules and regulations. Finally we will provide a discussion on the importance of providing well defined policies with regard to expense reimbursement. A well-defined sales force expense policy should be used as a tool to aid sales in their efforts to develop and grow customer relationships.
7 видео ((всего 67 мин.)), 1 материал для самостоятельного изучения, 1 тест
7 видео
Sales Force Expenses2мин
Goals of a Sales Expense Plan1мин
Interview - Teelin Henderson from Mazak Corporation15мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19мин
Week 2 Questions and Answers23мин
Week 2 Review2мин
1 материал для самостоятельного изучения
Expense Report Abuse: Much Ado about Nothing15мин
1 практическое упражнение
Week 2 Quiz15мин
Неделя
34 ч. на завершение
Managing Sales Expenses
This week we will focus on Expense Control. We will discuss alternative methods available to sales
managers in controlling sales force expenses. We will discuss the pros and cons of each method. Next we will discuss the use of automobiles as a transportation expense used by the salesforce to travel to their customers. We will evaluate the option of providing a company car for each salesperson to use in their daily contact with customers. If the firm chooses to provide a company car, which alternative is best for the firm: lease or purchase? Finally, we will look at sales transportation costs using the salesperson’s personal vehicle and what type of reimbursement options may be used with this approach.
8 видео ((всего 74 мин.)), 2 материалов для самостоятельного изучения, 2 тестов
8 видео
Controlling Expenses4мин
Transportation Expenses2мин
Interview - Helen Tsang from Lavish Boutique8мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227мин
Week 3 Questions and Answers15мин
Week 3 Review2мин
2 материала для самостоятельного изучения
Why Bosses Can Track Their Employees 24/710мин
How Can GPS Vehicle Tracking Improve Your Business?20мин
1 практическое упражнение
Week 3 Quiz15мин
Неделя
42 ч. на завершение
Sales Expense Control
This week our discussion will focus on Sales Quotas. We will define what we term a “sales Quota” and discuss the purpose of sales quotas in measuring sales performance. We will discuss various options in setting sales quotas and evaluate each in terms of its potential benefits and shortcomings. Finally we will assess different approaches to setting quotas such as territory potential, through the use of historical data or a by asking for the salesperson’s own insight into quota estimation.
8 видео ((всего 65 мин.)), 2 тестов
8 видео
Purpose of Sales Quotas1мин
Types of Quotas1мин
Three Approaches to Setting Quotas2мин
Interview - Helen Tsang from Lavish Boutique19мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20мин
Week 4 Questions and Answers17мин
Week 4 Review1мин
2 практического упражнения
Compensation Trends Data20мин
Week 4 Quiz15мин
Преподаватели
Emily C. Tanner, Ph.D.
Assistant Professor, MarketingCollege of Business and Economics
Suzanne C. Bal
Teaching Assistant Professor, MarketingCollege of Business and Economics
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of MarketingCollege of Business and Economics
О Университет Западная Вирджиния
Founded in 1867, West Virginia University is moving toward a global destiny. World-class faculty are exploring everything from pulsars to nanoscale technology. Rated as the #2 public university at which to do research and a top-20 best place to work in academia, WVU is collaborating with international academic and research partners.
О специализации ''Sales Operations/Management'
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:
· Develop a plan for organizing, staffing and training a sales force.
· Identify the key factors in establishing and maintaining high morale in the sales force.
· Develop an effective sales compensation plan.
· Evaluate the performance of a sales person.
· Organize sales territories to maximize selling effectiveness.
· Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.
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