Informações sobre o curso
5.0
1 classificações
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Horas para completar

Aprox. 11 horas para completar

Sugerido: 6 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Horas para completar

Aprox. 11 horas para completar

Sugerido: 6 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês

Programa - O que você aprenderá com este curso

Semana
1
Horas para completar
5 horas para concluir

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 vídeos (total de (Total 66 mín.) min), 1 leitura, 3 testes
Video12 videos
Goals of a Sales Compensation Plan1min
Interview: Sydney Eddy from Lavish Botique8min
Manager versus Sales Professionals Perspectives1min
Steps in Developing a Compensation Plan4min
Straight Salary1min
Straight Commission2min
Combination Plan4min
Indirect Monetary Compensation31s
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19min
Week 1 Questions and Answers19min
Week 1 Review1min
Reading1 leituras
Motivating Salespeople: What Really Works20min
Quiz1 exercício prático
Week 1 Quiz15min
Semana
2
Horas para completar
2 horas para concluir

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 vídeos (total de (Total 67 mín.) min), 1 leitura, 1 teste
Video7 videos
Sales Force Expenses2min
Goals of a Sales Expense Plan1min
Interview - Teelin Henderson from Mazak Corporation15min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19min
Week 2 Questions and Answers23min
Week 2 Review2min
Reading1 leituras
Expense Report Abuse: Much Ado about Nothing15min
Quiz1 exercício prático
Week 2 Quiz15min
Semana
3
Horas para completar
4 horas para concluir

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 vídeos (total de (Total 74 mín.) min), 2 leituras, 2 testes
Video8 videos
Controlling Expenses4min
Transportation Expenses2min
Interview - Helen Tsang from Lavish Boutique8min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227min
Week 3 Questions and Answers15min
Week 3 Review2min
Reading2 leituras
Why Bosses Can Track Their Employees 24/710min
How Can GPS Vehicle Tracking Improve Your Business?20min
Quiz1 exercício prático
Week 3 Quiz15min
Semana
4
Horas para completar
2 horas para concluir

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 vídeos (total de (Total 65 mín.) min), 2 testes
Video8 videos
Purpose of Sales Quotas1min
Types of Quotas1min
Three Approaches to Setting Quotas2min
Interview - Helen Tsang from Lavish Boutique19min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20min
Week 4 Questions and Answers17min
Week 4 Review1min
Quiz2 exercícios práticos
Compensation Trends Data20min
Week 4 Quiz15min

Instrutores

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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

Sobre Universidade da Virgínia Ocidental

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....

Sobre o Programa de cursos integrados Sales Operations/Management

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

Perguntas Frequentes – FAQ

  • Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.

  • Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.

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