This course is part of the Sales Operations/Management Specialization

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42 ratings

Emily C. Tanner, Ph.D. +2 more instructors

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Sales Operations/Management SpecializationWest Virginia University

About this Course

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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.

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Course 4 of 5 in the

Sales Operations/Management Specialization

Beginner Level

Approx. 12 hours to complete

English

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Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 4 of 5 in the

Sales Operations/Management Specialization

Beginner Level

Approx. 12 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructors

Instructor rating

4.62/5 (8 Ratings)

Offered by

West Virginia University

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Syllabus - What you will learn from this course

Week1

Week 1

3 hours to complete

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.

3 hours to complete

16 videos (Total 72 min), 5 readings, 2 quizzes

16 videos

Week 1 Introduction4mSales Forecasting1mMarket Potential & Sales Potential1mMarket Factor Derivation1mSurvey Method55sTest Marketing53sSales Forecastsing1mSales Forecasting Methods4mForecasting Best Practices and Intro to Budgeting4mInterview - Joey Robertson from Amgen18mBudget Periods1mPurpose of Budgeting2mApproaches to Budgeting3mWeek 1 Questions and Answers10mInterview - Brian Ours from Cintas, Inc.13mWeek 1 Review1m

5 readings

How to Estimate Market Size: Business and Marketing Planning for Startups10mWhat is Sales Forecasting: Best Practices & Tips10mSales Budgeting: Why Doing It Right Matters10mA Sales Budget is Central to Effective Business Planning5mTop 5 Best Practices in Sales Budgeting5m

1 practice exercise

Week 1 Quiz15m

Week2

Week 2

4 hours to complete

Territory Management

4 hours to complete

17 videos (Total 86 min), 3 readings, 2 quizzes

17 videos

Week 2 Introduction4mDeveloping a Sales Territory Plan54sFactors in Territory Management1mInterview - Joey Robertson from Amgen - Part 22mTwo Methods for Creating Territories39sThe Build Up Method58sThe Break Down Method1mThe Benefits of Territories52sInterview - Brian Ours from Cintas, Inc. - Part 25mInterview - Helen Tsang from Lavish Boutique9mWeek 2 Questions and Answers with Suzanne3mInterview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18mInterview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27mInterview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39mInterview - Teelin Henderson from Mazak Corporation19mWeek 2 Questions and Answers with Michael8mWeek 2 Review44s

3 readings

How to Create a Sales Territory Plan: 5 Simple Steps10mOne Size Fits All? Not In Sales Territory Planning10mGet Off My Turf: Assigning Sales Territories5m

1 practice exercise

Week 2 Quiz15m

Week3

Week 3

3 hours to complete

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.

3 hours to complete

12 videos (Total 60 min), 3 readings, 2 quizzes

12 videos

Week 3 Introduction54sSales Evaluation1mElements of Sales Performance Evaluation54sThe Pareto Principle1mAnalyzing Sales Volume5mInterview - Joey Robertson from Amgen - Part 37mSales Expense Analysis1mApplying Analysis45sInterview - Brian Ours from Cintas, Inc. - Part 38mWeek 3 Questions and Answers with Suzanne10mWeek 3 Questions and Answers with Michael19mWeek 3 Review59s

3 readings

How to Measure Sales Performance10mThe 80/20 Rule of Sales: How to Find Your Best Customers10mThe 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m

1 practice exercise

Week 3 Quiz15m

Week4

Week 4

2 hours to complete

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.

2 hours to complete

12 videos (Total 80 min), 1 reading, 1 quiz

12 videos

Week 4 Introduction1mEthics and Law3mDifferences Between Ethics and Law1mEthical Situations Confronting Sales Managers3mLegal Considerations1mInterview - Joey Robertson from Amgen - Part 49mInterview - Brian Ours from Cintas, Inc. - Part 48mInterview - Paula Fitzgerald from WVU15mInterview - Xinchun Wang from WVU16mWeek 4 Questions and Answers with Suzanne4mWeek 4 Questions and Answers with Michael9mWeek 4 Review4m

1 reading

Ethics in Sales and Sales Management15m

1 practice exercise

Week 4 Quiz15m

Reviews

4.5

12 reviews

5 stars
66.66%
4 stars
23.80%
3 stars
4.76%
1 star
4.76%

TOP REVIEWS FROM FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES

by AJun 6, 2020

Thank you so much for all doctors In all lectures

And thank you so much for coursera it’s very good experience 🌹

by NRAug 24, 2020

Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.

by RMar 14, 2019

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

by VYAug 9, 2020

Thank you very much!

Very useful, complex, approachable and complete course both for Sales/ Account manager and for other analysts and managers!

View all reviews

About the Sales Operations/Management Specialization

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.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

About this Course

Instructors

Emily C. Tanner, Ph.D.

Suzanne C. Bal

Michael F. Walsh, Ph.D.

Offered by

West Virginia University

Syllabus - What you will learn from this course

Sales Forecasting and Budgeting

Territory Management

Sales Performance Evaluation

Legal and Ethical Issues

Reviews

TOP REVIEWS FROM FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES

About the Sales Operations/Management Specialization

Frequently Asked Questions

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Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

About this Course

Instructors

Emily C. Tanner, Ph.D.

Suzanne C. Bal

Michael F. Walsh, Ph.D.

Offered by

West Virginia University

Syllabus - What you will learn from this course

Sales Forecasting and Budgeting

Territory Management

Sales Performance Evaluation

Legal and Ethical Issues

Reviews

TOP REVIEWS FROM FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES

About the Sales Operations/Management Specialization

Frequently Asked Questions

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