课程信息
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专项课程

第 3 门课程(共 5 门)

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完成时间(小时)

完成时间大约为11 小时

建议:6 hours/week...
可选语言

英语(English)

字幕:英语(English)
专项课程

第 3 门课程(共 5 门)

100% 在线

100% 在线

立即开始,按照自己的计划学习。
可灵活调整截止日期

可灵活调整截止日期

根据您的日程表重置截止日期。
完成时间(小时)

完成时间大约为11 小时

建议:6 hours/week...
可选语言

英语(English)

字幕:英语(English)

教学大纲 - 您将从这门课程中学到什么

1
完成时间(小时)
完成时间为 5 小时

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....
Reading
12 个视频 (总计 66 分钟), 1 个阅读材料, 3 个测验
Video12 个视频
Goals of a Sales Compensation Plan1分钟
Interview: Sydney Eddy from Lavish Botique8分钟
Manager versus Sales Professionals Perspectives1分钟
Steps in Developing a Compensation Plan4分钟
Straight Salary1分钟
Straight Commission2分钟
Combination Plan4分钟
Indirect Monetary Compensation31s
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19分钟
Week 1 Questions and Answers19分钟
Week 1 Review1分钟
Reading1 个阅读材料
Motivating Salespeople: What Really Works20分钟
Quiz1 个练习
Week 1 Quiz15分钟
2
完成时间(小时)
完成时间为 2 小时

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....
Reading
7 个视频 (总计 67 分钟), 1 个阅读材料, 1 个测验
Video7 个视频
Sales Force Expenses2分钟
Goals of a Sales Expense Plan1分钟
Interview - Teelin Henderson from Mazak Corporation15分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19分钟
Week 2 Questions and Answers23分钟
Week 2 Review2分钟
Reading1 个阅读材料
Expense Report Abuse: Much Ado about Nothing15分钟
Quiz1 个练习
Week 2 Quiz15分钟
3
完成时间(小时)
完成时间为 4 小时

Managing Sales Expenses

This week we will focus on Expense Control. We will discuss alternative methods available to sales managers in controlling sales force expenses. We will discuss the pros and cons of each method. Next we will discuss the use of automobiles as a transportation expense used by the salesforce to travel to their customers. We will evaluate the option of providing a company car for each salesperson to use in their daily contact with customers. If the firm chooses to provide a company car, which alternative is best for the firm: lease or purchase? Finally, we will look at sales transportation costs using the salesperson’s personal vehicle and what type of reimbursement options may be used with this approach....
Reading
8 个视频 (总计 74 分钟), 2 个阅读材料, 2 个测验
Video8 个视频
Controlling Expenses4分钟
Transportation Expenses2分钟
Interview - Helen Tsang from Lavish Boutique8分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227分钟
Week 3 Questions and Answers15分钟
Week 3 Review2分钟
Reading2 个阅读材料
Why Bosses Can Track Their Employees 24/710分钟
How Can GPS Vehicle Tracking Improve Your Business?20分钟
Quiz1 个练习
Week 3 Quiz15分钟
4
完成时间(小时)
完成时间为 2 小时

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....
Reading
8 个视频 (总计 65 分钟), 2 个测验
Video8 个视频
Purpose of Sales Quotas1分钟
Types of Quotas1分钟
Three Approaches to Setting Quotas2分钟
Interview - Helen Tsang from Lavish Boutique19分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20分钟
Week 4 Questions and Answers17分钟
Week 4 Review1分钟
Quiz2 个练习
Compensation Trends Data20分钟
Week 4 Quiz15分钟

讲师

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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

关于 West Virginia University

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....

关于 Sales Operations/Management 专项课程

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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