This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.
제공자:
Sales Operations/Management 특화 과정웨스트 버지니아 대학교이 강좌에 대하여
최근 조회 4,646회
공유 가능한 수료증
완료 시 수료증 획득
100% 온라인
지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.
다음 특화 과정의 5개 강좌 중 3번째 강좌:
유동적 마감일
일정에 따라 마감일을 재설정합니다.
완료하는 데 약 10시간 필요
영어
자막: 프랑스어, 포르투갈어 (유럽), 베트남어, 러시아어, 영어, 스페인어
강사
공유 가능한 수료증
완료 시 수료증 획득
100% 온라인
지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.
다음 특화 과정의 5개 강좌 중 3번째 강좌:
유동적 마감일
일정에 따라 마감일을 재설정합니다.
완료하는 데 약 10시간 필요
영어
자막: 프랑스어, 포르투갈어 (유럽), 베트남어, 러시아어, 영어, 스페인어
제공자:
웨스트 버지니아 대학교
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.
강의 계획 - 이 강좌에서 배울 내용
완료하는 데 4시간 필요
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.
완료하는 데 4시간 필요
12개 동영상 (총 66분), 1 개의 읽기 자료, 3 개의 테스트
완료하는 데 2시간 필요
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.
완료하는 데 2시간 필요
7개 동영상 (총 67분), 1 개의 읽기 자료, 1 개의 테스트
완료하는 데 3시간 필요
Managing Sales Expenses
This week we will focus on Expense Control. We will discuss alternative methods available to sales
완료하는 데 3시간 필요
8개 동영상 (총 74분), 2 개의 읽기 자료, 2 개의 테스트
완료하는 데 2시간 필요
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.
완료하는 데 2시간 필요
8개 동영상 (총 65분)
검토
COMPENSATION, EXPENSES AND QUOTAS의 최상위 리뷰
NR 제공2020년 8월 22일
It provides a good overview of the subject matter, helps to gain a general understanding of this important topic on sales.
TS 제공2020년 10월 7일
Deeply appreciate WVU efforts making such an elite level of education available online.
G 제공2019년 4월 27일
Great class - however tough getting course completion to show.
GG 제공2019년 3월 21일
Surprisingly interesting subject. Very decent lectures.
Sales Operations/Management 특화 과정 정보
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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