À propos de ce cours
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Approx. 11 heures pour terminer

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Anglais

Sous-titres : Anglais, Vietnamien

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.

Dates limites flexibles

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Approx. 11 heures pour terminer

Recommandé : 6 hours/week...

Anglais

Sous-titres : Anglais, Vietnamien

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
5 heures pour terminer

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 vidéos (Total 66 min), 1 lecture, 3 quiz
12 vidéos
Goals of a Sales Compensation Plan1 min
Interview: Sydney Eddy from Lavish Botique8 min
Manager versus Sales Professionals Perspectives1 min
Steps in Developing a Compensation Plan4 min
Straight Salary1 min
Straight Commission2 min
Combination Plan4 min
Indirect Monetary Compensation31s
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19 min
Week 1 Questions and Answers19 min
Week 1 Review1 min
1 lecture
Motivating Salespeople: What Really Works20 min
1 exercice pour s'entraîner
Week 1 Quiz15 min
Semaine
2
2 heures pour terminer

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 vidéos (Total 67 min), 1 lecture, 1 quiz
7 vidéos
Sales Force Expenses2 min
Goals of a Sales Expense Plan1 min
Interview - Teelin Henderson from Mazak Corporation15 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19 min
Week 2 Questions and Answers23 min
Week 2 Review2 min
1 lecture
Expense Report Abuse: Much Ado about Nothing15 min
1 exercice pour s'entraîner
Week 2 Quiz15 min
Semaine
3
4 heures pour terminer

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 vidéos (Total 74 min), 2 lectures, 2 quiz
8 vidéos
Controlling Expenses4 min
Transportation Expenses2 min
Interview - Helen Tsang from Lavish Boutique8 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227 min
Week 3 Questions and Answers15 min
Week 3 Review2 min
2 lectures
Why Bosses Can Track Their Employees 24/710 min
How Can GPS Vehicle Tracking Improve Your Business?20 min
1 exercice pour s'entraîner
Week 3 Quiz15 min
Semaine
4
2 heures pour terminer

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 vidéos (Total 65 min), 2 quiz
8 vidéos
Purpose of Sales Quotas1 min
Types of Quotas1 min
Three Approaches to Setting Quotas2 min
Interview - Helen Tsang from Lavish Boutique19 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20 min
Week 4 Questions and Answers17 min
Week 4 Review1 min
2 exercices pour s'entraîner
Compensation Trends Data20 min
Week 4 Quiz15 min

Enseignants

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Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics
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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

À propos de Université de Virginie-Occidentale

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....

À propos de la Spécialisation 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

Foire Aux Questions

  • Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.

  • Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.

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