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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Sous-titres : Français, Portugais (européen), Vietnamien, Russe, Anglais, Espagnol
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
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
Niveau débutant
Approx. 12 heures pour terminer
Anglais
Sous-titres : Français, Portugais (européen), Vietnamien, Russe, Anglais, Espagnol
Offert par
Université de Virginie-Occidentale
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Programme de 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
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
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
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
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 VY9 août 2020
Thank you very much! Very useful, complex, approachable and complete course both for Sales/ Account manager and for other analysts and managers!
par BD13 mai 2021
Great course to build foundation in Sales & Marketing. Thank you Professor Emily C. Tanner, Suzanne C. Bal & Michael F. Walsh
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.
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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