À propos de ce cours

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Niveau débutant
Approx. 14 heures pour terminer
Anglais
Sous-titres : Anglais
Certificat partageable
Obtenez un Certificat lorsque vous terminez
100 % en ligne
Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles
Réinitialisez les dates limites selon votre disponibilité.
Niveau débutant
Approx. 14 heures pour terminer
Anglais
Sous-titres : Anglais

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Université de Virginie-Occidentale

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1

Semaine 1

4 heures pour terminer

Sales Forecasting and Budgeting

4 heures pour terminer
16 vidéos (Total 72 min), 5 lectures, 2 quiz
16 vidéos
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
Semaine
2

Semaine 2

4 heures pour terminer

Territory Management

4 heures pour terminer
17 vidéos (Total 86 min), 3 lectures, 2 quiz
17 vidéos
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
Semaine
3

Semaine 3

3 heures pour terminer

Sales Performance Evaluation

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
Semaine
4

Semaine 4

2 heures pour terminer

Legal and Ethical Issues

2 heures pour terminer
12 vidéos (Total 80 min), 1 lecture, 1 quiz
12 vidéos
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

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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: · 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

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