Об этом курсе
Специализация
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Прибл. 11 часа на выполнение

Предполагаемая нагрузка: 6 hours/week...
Доступные языки

Английский

Субтитры: Английский...
Специализация
100% online

100% online

Начните сейчас и учитесь по собственному графику.
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Гибкие сроки

Назначьте сроки сдачи в соответствии со своим графиком.
Начальный уровень

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Часов на завершение

Прибл. 11 часа на выполнение

Предполагаемая нагрузка: 6 hours/week...
Доступные языки

Английский

Субтитры: Английский...

Программа курса: что вы изучите

Неделя
1
Часов на завершение
4 ч. на завершение

Sales Forecasting and Budgeting

This week we will spend some time learning how to define the overall potential of the market in terms of sales volume. We will then use this information to develop a sales forecast for our market. We will next describe three approaches to calculating market potential. Once we have arrived at our sales forecast, we will discuss some of the key issues that may influence our sales forecast. We will finish up our week with a discussion of the 9 commonly used forecasting methods along, the data used in each and some of the pros and cons of each method....
Reading
16 видео (всего 72 мин.), 5 материалов для самостоятельного изучения, 2 тестов
Video16 видео
Sales Forecasting1мин
Market Potential & Sales Potential1мин
Market Factor Derivation1мин
Survey Methodмин
Test Marketingмин
Sales Forecastsing1мин
Sales Forecasting Methods4мин
Forecasting Best Practices and Intro to Budgeting4мин
Interview - Joey Robertson from Amgen18мин
Budget Periods1мин
Purpose of Budgeting2мин
Approaches to Budgeting3мин
Week 1 Questions and Answers10мин
Interview - Brian Ours from Cintas, Inc.13мин
Week 1 Review1мин
Reading5 материала для самостоятельного изучения
How to Estimate Market Size: Business and Marketing Planning for Startups10мин
What is Sales Forecasting: Best Practices & Tips10мин
Sales Budgeting: Why Doing It Right Matters10мин
A Sales Budget is Central to Effective Business Planning5мин
Top 5 Best Practices in Sales Budgeting5мин
Quiz1 практическое упражнение
Week 1 Quiz15мин
Неделя
2
Часов на завершение
5 ч. на завершение

Territory Management

In this module, we will address sales territory management. We will discuss why sales territories are created and two approaches used to develop a sales territory. ...
Reading
17 видео (всего 86 мин.), 3 материалов для самостоятельного изучения, 3 тестов
Video17 видео
Developing a Sales Territory Planмин
Factors in Territory Management1мин
Interview - Joey Robertson from Amgen - Part 22мин
Two Methods for Creating Territoriesмин
The Build Up Methodмин
The Break Down Method1мин
The Benefits of Territoriesмин
Interview - Brian Ours from Cintas, Inc. - Part 25мин
Interview - Helen Tsang from Lavish Boutique9мин
Week 2 Questions and Answers with Suzanne3мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27мин
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39мин
Interview - Teelin Henderson from Mazak Corporation19мин
Week 2 Questions and Answers with Michael8мин
Week 2 Reviewмин
Reading3 материала для самостоятельного изучения
How to Create a Sales Territory Plan: 5 Simple Steps10мин
One Size Fits All? Not In Sales Territory Planning10мин
Get Off My Turf: Assigning Sales Territories5мин
Quiz1 практическое упражнение
Week 2 Quiz15мин
Неделя
3
Часов на завершение
3 ч. на завершение

Sales Performance Evaluation

In this module, we will discuss sales performance evaluation. We will identify the components of performance evaluation. As part of that, we will introduce something called the Pareto Principle or as you might know, the “80/20 Rule.” We will show you five options for analyzing sales volume. Finally, we will address cost analysis/evaluation. As part of that, we will discuss some of the problems with analyzing marketing costs and how marketing cost analysis is applied to business decision making....
Reading
12 видео (всего 60 мин.), 3 материалов для самостоятельного изучения, 2 тестов
Video12 видео
Sales Evaluation1мин
Elements of Sales Performance Evaluationмин
The Pareto Principle1мин
Analyzing Sales Volume5мин
Interview - Joey Robertson from Amgen - Part 37мин
Sales Expense Analysis1мин
Applying Analysisмин
Interview - Brian Ours from Cintas, Inc. - Part 38мин
Week 3 Questions and Answers with Suzanne10мин
Week 3 Questions and Answers with Michael19мин
Week 3 Reviewмин
Reading3 материала для самостоятельного изучения
How to Measure Sales Performance10мин
The 80/20 Rule of Sales: How to Find Your Best Customers10мин
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10мин
Quiz1 практическое упражнение
Week 3 Quiz15мин
Неделя
4
Часов на завершение
2 ч. на завершение

Legal and Ethical Issues

In this module, we cover ethics and legal issues that a sales manager must be familiar with. We will begin with distinguishing between ethics and legal issues. We will review the kinds of issues and legal issues that confront sales administration and how you should deal with this. We will also discuss what a code of ethics is and why this is important. Finally, we will wrap up with a discussion of some legal issues that face sales managers....
Reading
12 видео (всего 80 мин.), 1 материал для самостоятельного изучения, 1 тест
Video12 видео
Ethics and Law3мин
Differences Between Ethics and Law1мин
Ethical Situations Confronting Sales Managers3мин
Legal Considerations1мин
Interview - Joey Robertson from Amgen - Part 49мин
Interview - Brian Ours from Cintas, Inc. - Part 48мин
Interview - Paula Fitzgerald from WVU15мин
Interview - Xinchun Wang from WVU16мин
Week 4 Questions and Answers with Suzanne4мин
Week 4 Questions and Answers with Michael9мин
Week 4 Review4мин
Reading1 материал для самостоятельного изучения
Ethics in Sales and Sales Management15мин
Quiz1 практическое упражнение
Week 4 Quiz15мин

Преподавателя

Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
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Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics

О West Virginia University

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....
Sales Operations/Management

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