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 managers.
Dieser Kurs ist Teil der Spezialisierung Spezialisierung Sales Operations/Management
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
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Lehrplan - Was Sie in diesem Kurs lernen werden
Woche
14 Stunden zum Abschließen
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.
16 Videos (Gesamt 72 min), 5 Lektüren, 2 Quiz
16 Videos
Sales Forecasting1m
Market Potential & Sales Potential1m
Market Factor Derivation1m
Survey Method55
Test Marketing53
Sales Forecastsing1m
Sales Forecasting Methods4m
Forecasting Best Practices and Intro to Budgeting4m
Interview - Joey Robertson from Amgen18m
Budget Periods1m
Purpose of Budgeting2m
Approaches to Budgeting3m
Week 1 Questions and Answers10m
Interview - Brian Ours from Cintas, Inc.13m
Week 1 Review1m
5 Lektüren
How to Estimate Market Size: Business and Marketing Planning for Startups10m
What is Sales Forecasting: Best Practices & Tips10m
Sales Budgeting: Why Doing It Right Matters10m
A Sales Budget is Central to Effective Business Planning5m
Top 5 Best Practices in Sales Budgeting5m
1 praktische Übung
Week 1 Quiz15m
Woche
24 Stunden zum Abschließen
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.
17 Videos (Gesamt 86 min), 3 Lektüren, 2 Quiz
17 Videos
Developing a Sales Territory Plan54
Factors in Territory Management1m
Interview - Joey Robertson from Amgen - Part 22m
Two Methods for Creating Territories39
The Build Up Method58
The Break Down Method1m
The Benefits of Territories52
Interview - Brian Ours from Cintas, Inc. - Part 25m
Interview - Helen Tsang from Lavish Boutique9m
Week 2 Questions and Answers with Suzanne3m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39m
Interview - Teelin Henderson from Mazak Corporation19m
Week 2 Questions and Answers with Michael8m
Week 2 Review44
3 Lektüren
How to Create a Sales Territory Plan: 5 Simple Steps10m
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories5m
1 praktische Übung
Week 2 Quiz15m
Woche
33 Stunden zum Abschließen
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.
12 Videos (Gesamt 60 min), 3 Lektüren, 2 Quiz
12 Videos
Sales Evaluation1m
Elements of Sales Performance Evaluation54
The Pareto Principle1m
Analyzing Sales Volume5m
Interview - Joey Robertson from Amgen - Part 37m
Sales Expense Analysis1m
Applying Analysis45
Interview - Brian Ours from Cintas, Inc. - Part 38m
Week 3 Questions and Answers with Suzanne10m
Week 3 Questions and Answers with Michael19m
Week 3 Review59
3 Lektüren
How to Measure Sales Performance10m
The 80/20 Rule of Sales: How to Find Your Best Customers10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
1 praktische Übung
Week 3 Quiz15m
Woche
42 Stunden zum Abschließen
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.
12 Videos (Gesamt 80 min), 1 Lektüre, 1 Quiz
12 Videos
Ethics and Law3m
Differences Between Ethics and Law1m
Ethical Situations Confronting Sales Managers3m
Legal Considerations1m
Interview - Joey Robertson from Amgen - Part 49m
Interview - Brian Ours from Cintas, Inc. - Part 48m
Interview - Paula Fitzgerald from WVU15m
Interview - Xinchun Wang from WVU16m
Week 4 Questions and Answers with Suzanne4m
Week 4 Questions and Answers with Michael9m
Week 4 Review4m
1 Lektüre
Ethics in Sales and Sales Management15m
1 praktische Übung
Week 4 Quiz15m
Dozenten
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
Über 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.
Über die Spezialisierung 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.
Häufig gestellte Fragen
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Was bekomme ich, wenn ich diese Spezialisierung abonniere?
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