课程信息

第 4 门课程(共 5 门)

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

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初级

完成时间大约为11 小时

建议:6 hours/week...

英语(English)

字幕:英语(English)

第 4 门课程(共 5 门)

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

根据您的日程表重置截止日期。

初级

完成时间大约为11 小时

建议:6 hours/week...

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
完成时间为 4 小时

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 个视频 (总计 72 分钟), 5 个阅读材料, 2 个测验
16 个视频
Sales Forecasting1分钟
Market Potential & Sales Potential1分钟
Market Factor Derivation1分钟
Survey Method55
Test Marketing53
Sales Forecastsing1分钟
Sales Forecasting Methods4分钟
Forecasting Best Practices and Intro to Budgeting4分钟
Interview - Joey Robertson from Amgen18分钟
Budget Periods1分钟
Purpose of Budgeting2分钟
Approaches to Budgeting3分钟
Week 1 Questions and Answers10分钟
Interview - Brian Ours from Cintas, Inc.13分钟
Week 1 Review1分钟
5 个阅读材料
How to Estimate Market Size: Business and Marketing Planning for Startups10分钟
What is Sales Forecasting: Best Practices & Tips10分钟
Sales Budgeting: Why Doing It Right Matters10分钟
A Sales Budget is Central to Effective Business Planning5分钟
Top 5 Best Practices in Sales Budgeting5分钟
1 个练习
Week 1 Quiz15分钟
2
完成时间为 4 小时

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 个视频 (总计 86 分钟), 3 个阅读材料, 2 个测验
17 个视频
Developing a Sales Territory Plan54
Factors in Territory Management1分钟
Interview - Joey Robertson from Amgen - Part 22分钟
Two Methods for Creating Territories39
The Build Up Method58
The Break Down Method1分钟
The Benefits of Territories52
Interview - Brian Ours from Cintas, Inc. - Part 25分钟
Interview - Helen Tsang from Lavish Boutique9分钟
Week 2 Questions and Answers with Suzanne3分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27分钟
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39分钟
Interview - Teelin Henderson from Mazak Corporation19分钟
Week 2 Questions and Answers with Michael8分钟
Week 2 Review44
3 个阅读材料
How to Create a Sales Territory Plan: 5 Simple Steps10分钟
One Size Fits All? Not In Sales Territory Planning10分钟
Get Off My Turf: Assigning Sales Territories5分钟
1 个练习
Week 2 Quiz15分钟
3
完成时间为 3 小时

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 个视频 (总计 60 分钟), 3 个阅读材料, 2 个测验
12 个视频
Sales Evaluation1分钟
Elements of Sales Performance Evaluation54
The Pareto Principle1分钟
Analyzing Sales Volume5分钟
Interview - Joey Robertson from Amgen - Part 37分钟
Sales Expense Analysis1分钟
Applying Analysis45
Interview - Brian Ours from Cintas, Inc. - Part 38分钟
Week 3 Questions and Answers with Suzanne10分钟
Week 3 Questions and Answers with Michael19分钟
Week 3 Review59
3 个阅读材料
How to Measure Sales Performance10分钟
The 80/20 Rule of Sales: How to Find Your Best Customers10分钟
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10分钟
1 个练习
Week 3 Quiz15分钟
4
完成时间为 2 小时

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 个视频 (总计 80 分钟), 1 个阅读材料, 1 个测验
12 个视频
Ethics and Law3分钟
Differences Between Ethics and Law1分钟
Ethical Situations Confronting Sales Managers3分钟
Legal Considerations1分钟
Interview - Joey Robertson from Amgen - Part 49分钟
Interview - Brian Ours from Cintas, Inc. - Part 48分钟
Interview - Paula Fitzgerald from WVU15分钟
Interview - Xinchun Wang from WVU16分钟
Week 4 Questions and Answers with Suzanne4分钟
Week 4 Questions and Answers with Michael9分钟
Week 4 Review4分钟
1 个阅读材料
Ethics in Sales and Sales Management15分钟
1 个练习
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 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....

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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