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.
제공자:
Sales Operations/Management 특화 과정웨스트 버지니아 대학교이 강좌에 대하여
최근 조회 8,292회
유연한 마감일
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공유 가능한 수료증
완료 시 수료증 획득
100% 온라인
지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.
다음 특화 과정의 5개 강좌 중 4번째 강좌:
초급 단계
완료하는 데 약 12시간 필요
영어
자막: 프랑스어, 포르투갈어 (유럽), 베트남어, 러시아어, 영어, 스페인어
유연한 마감일
일정에 따라 마감일을 재설정합니다.
공유 가능한 수료증
완료 시 수료증 획득
100% 온라인
지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.
다음 특화 과정의 5개 강좌 중 4번째 강좌:
초급 단계
완료하는 데 약 12시간 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 계획표 - 이 강좌에서 배울 내용
완료하는 데 3시간 필요
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.
완료하는 데 3시간 필요
16개 동영상 (총 72분), 5 개의 읽기 자료, 2 개의 테스트
완료하는 데 4시간 필요
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.
완료하는 데 4시간 필요
17개 동영상 (총 86분), 3 개의 읽기 자료, 2 개의 테스트
완료하는 데 3시간 필요
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.
완료하는 데 3시간 필요
12개 동영상 (총 60분), 3 개의 읽기 자료, 2 개의 테스트
완료하는 데 2시간 필요
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.
완료하는 데 2시간 필요
12개 동영상 (총 80분), 1 개의 읽기 자료, 1 개의 테스트
검토
FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES의 최상위 리뷰
R 제공2019년 3월 14일
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
VY 제공2020년 8월 9일
Thank you very much! Very useful, complex, approachable and complete course both for Sales/ Account manager and for other analysts and managers!
BD 제공2021년 5월 13일
Great course to build foundation in Sales & Marketing. Thank you Professor Emily C. Tanner, Suzanne C. Bal & Michael F. Walsh
NR 제공2020년 8월 24일
Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.
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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