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.
Ce cours fait partie de la Spécialisation Sales Operations/Management
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Spécialisation Sales Operations/ManagementUniversité de Virginie-OccidentaleÀ propos de ce cours
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Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Cours 4 sur 5 dans le
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Niveau débutant
Approx. 12 heures pour terminer
Anglais
Sous-titres : Français, Portugais (européen), Russe, Anglais, Espagnol
Offert par
Université de Virginie-Occidentale
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Programme du cours : ce que vous apprendrez dans ce cours
3 heures pour terminer
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.
3 heures pour terminer
16 vidéos (Total 72 min), 5 lectures, 2 quiz
16 vidéos
Week 1 Introduction4 min
Sales Forecasting1 min
Market Potential & Sales Potential1 min
Market Factor Derivation1 min
Survey Method55s
Test Marketing53s
Sales Forecastsing1 min
Sales Forecasting Methods4 min
Forecasting Best Practices and Intro to Budgeting4 min
Interview - Joey Robertson from Amgen18 min
Budget Periods1 min
Purpose of Budgeting2 min
Approaches to Budgeting3 min
Week 1 Questions and Answers10 min
Interview - Brian Ours from Cintas, Inc.13 min
Week 1 Review1 min
5 lectures
How to Estimate Market Size: Business and Marketing Planning for Startups10 min
What is Sales Forecasting: Best Practices & Tips10 min
Sales Budgeting: Why Doing It Right Matters10 min
A Sales Budget is Central to Effective Business Planning5 min
Top 5 Best Practices in Sales Budgeting5 min
1 exercice pour s'entraîner
Week 1 Quiz15 min
4 heures pour terminer
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.
4 heures pour terminer
17 vidéos (Total 86 min), 3 lectures, 2 quiz
17 vidéos
Week 2 Introduction4 min
Developing a Sales Territory Plan54s
Factors in Territory Management1 min
Interview - Joey Robertson from Amgen - Part 22 min
Two Methods for Creating Territories39s
The Build Up Method58s
The Break Down Method1 min
The Benefits of Territories52s
Interview - Brian Ours from Cintas, Inc. - Part 25 min
Interview - Helen Tsang from Lavish Boutique9 min
Week 2 Questions and Answers with Suzanne3 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27 min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39 min
Interview - Teelin Henderson from Mazak Corporation19 min
Week 2 Questions and Answers with Michael8 min
Week 2 Review44s
3 lectures
How to Create a Sales Territory Plan: 5 Simple Steps10 min
One Size Fits All? Not In Sales Territory Planning10 min
Get Off My Turf: Assigning Sales Territories5 min
1 exercice pour s'entraîner
Week 2 Quiz15 min
3 heures pour terminer
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.
3 heures pour terminer
12 vidéos (Total 60 min), 3 lectures, 2 quiz
12 vidéos
Sales Evaluation1 min
Elements of Sales Performance Evaluation54s
The Pareto Principle1 min
Analyzing Sales Volume5 min
Interview - Joey Robertson from Amgen - Part 37 min
Sales Expense Analysis1 min
Applying Analysis45s
Interview - Brian Ours from Cintas, Inc. - Part 38 min
Week 3 Questions and Answers with Suzanne10 min
Week 3 Questions and Answers with Michael19 min
Week 3 Review59s
3 lectures
How to Measure Sales Performance10 min
The 80/20 Rule of Sales: How to Find Your Best Customers10 min
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 min
1 exercice pour s'entraîner
Week 3 Quiz15 min
2 heures pour terminer
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.
2 heures pour terminer
12 vidéos (Total 80 min), 1 lecture, 1 quiz
12 vidéos
Week 4 Introduction1 min
Ethics and Law3 min
Differences Between Ethics and Law1 min
Ethical Situations Confronting Sales Managers3 min
Legal Considerations1 min
Interview - Joey Robertson from Amgen - Part 49 min
Interview - Brian Ours from Cintas, Inc. - Part 48 min
Interview - Paula Fitzgerald from WVU15 min
Interview - Xinchun Wang from WVU16 min
Week 4 Questions and Answers with Suzanne4 min
Week 4 Questions and Answers with Michael9 min
Week 4 Review4 min
1 lecture
Ethics in Sales and Sales Management15 min
1 exercice pour s'entraîner
Week 4 Quiz15 min
Avis
Meilleurs avis pour FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES
par R14 mars 2019
A GOOD CAURSE THAT EVERY SALES MANAGER MUST DO EYE OPEING RECOMMEND TO ALL SALES PROFERSIONAL COURSERA YOU ARE DOING GREAT GOD BLESS ALL THE TEAM AND THE LECTURES
par NR24 août 2020
Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.
par A6 juin 2020
Thank you so much for all doctors In all lectures And thank you so much for coursera it’s very good experience 🌹
par TS7 oct. 2020
Deeply appreciate WVU efforts making such an elite level of education available online.
À propos du 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:
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