課程信息

第 4 門課程(共 5 門)

100% 在線

立即開始,按照自己的計劃學習。

可靈活調整截止日期

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初級

完成時間大約為11 小時

建議:6 hours/week...

英語(English)

字幕:英語(English)

第 4 門課程(共 5 門)

100% 在線

立即開始,按照自己的計劃學習。

可靈活調整截止日期

根據您的日程表重置截止日期。

初級

完成時間大約為11 小時

建議:6 hours/week...

英語(English)

字幕:英語(English)

教學大綱 - 您將從這門課程中學到什麼

1
完成時間為 4 小時

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 個視頻 (總計 72 分鐘), 5 個閱讀材料, 2 個測驗
16 個視頻
Sales Forecasting1分鐘
Market Potential & Sales Potential1分鐘
Market Factor Derivation1分鐘
Survey Method55
Test Marketing53
Sales Forecastsing1分鐘
Sales Forecasting Methods4分鐘
Forecasting Best Practices and Intro to Budgeting4分鐘
Interview - Joey Robertson from Amgen18分鐘
Budget Periods1分鐘
Purpose of Budgeting2分鐘
Approaches to Budgeting3分鐘
Week 1 Questions and Answers10分鐘
Interview - Brian Ours from Cintas, Inc.13分鐘
Week 1 Review1分鐘
5 個閱讀材料
How to Estimate Market Size: Business and Marketing Planning for Startups10分鐘
What is Sales Forecasting: Best Practices & Tips10分鐘
Sales Budgeting: Why Doing It Right Matters10分鐘
A Sales Budget is Central to Effective Business Planning5分鐘
Top 5 Best Practices in Sales Budgeting5分鐘
1 個練習
Week 1 Quiz15分鐘
2
完成時間為 4 小時

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 個視頻 (總計 86 分鐘), 3 個閱讀材料, 2 個測驗
17 個視頻
Developing a Sales Territory Plan54
Factors in Territory Management1分鐘
Interview - Joey Robertson from Amgen - Part 22分鐘
Two Methods for Creating Territories39
The Build Up Method58
The Break Down Method1分鐘
The Benefits of Territories52
Interview - Brian Ours from Cintas, Inc. - Part 25分鐘
Interview - Helen Tsang from Lavish Boutique9分鐘
Week 2 Questions and Answers with Suzanne3分鐘
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18分鐘
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27分鐘
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39分鐘
Interview - Teelin Henderson from Mazak Corporation19分鐘
Week 2 Questions and Answers with Michael8分鐘
Week 2 Review44
3 個閱讀材料
How to Create a Sales Territory Plan: 5 Simple Steps10分鐘
One Size Fits All? Not In Sales Territory Planning10分鐘
Get Off My Turf: Assigning Sales Territories5分鐘
1 個練習
Week 2 Quiz15分鐘
3
完成時間為 3 小時

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 個視頻 (總計 60 分鐘), 3 個閱讀材料, 2 個測驗
12 個視頻
Sales Evaluation1分鐘
Elements of Sales Performance Evaluation54
The Pareto Principle1分鐘
Analyzing Sales Volume5分鐘
Interview - Joey Robertson from Amgen - Part 37分鐘
Sales Expense Analysis1分鐘
Applying Analysis45
Interview - Brian Ours from Cintas, Inc. - Part 38分鐘
Week 3 Questions and Answers with Suzanne10分鐘
Week 3 Questions and Answers with Michael19分鐘
Week 3 Review59
3 個閱讀材料
How to Measure Sales Performance10分鐘
The 80/20 Rule of Sales: How to Find Your Best Customers10分鐘
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10分鐘
1 個練習
Week 3 Quiz15分鐘
4
完成時間為 2 小時

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 個視頻 (總計 80 分鐘), 1 個閱讀材料, 1 個測驗
12 個視頻
Ethics and Law3分鐘
Differences Between Ethics and Law1分鐘
Ethical Situations Confronting Sales Managers3分鐘
Legal Considerations1分鐘
Interview - Joey Robertson from Amgen - Part 49分鐘
Interview - Brian Ours from Cintas, Inc. - Part 48分鐘
Interview - Paula Fitzgerald from WVU15分鐘
Interview - Xinchun Wang from WVU16分鐘
Week 4 Questions and Answers with Suzanne4分鐘
Week 4 Questions and Answers with Michael9分鐘
Week 4 Review4分鐘
1 個閱讀材料
Ethics in Sales and Sales Management15分鐘
1 個練習
Week 4 Quiz15分鐘

講師

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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

關於 西弗吉尼亚大学

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....

關於 Sales Operations/Management 專項課程

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

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