Informações sobre o curso
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.
Nível iniciante

Nível iniciante

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.
Nível iniciante

Nível iniciante

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
4 horas para concluir

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....
Reading
16 vídeos (Total de 72 min), 5 leituras, 2 testes
Video16 videos
Sales Forecasting1min
Market Potential & Sales Potential1min
Market Factor Derivation1min
Survey Methodmin
Test Marketingmin
Sales Forecastsing1min
Sales Forecasting Methods4min
Forecasting Best Practices and Intro to Budgeting4min
Interview - Joey Robertson from Amgen18min
Budget Periods1min
Purpose of Budgeting2min
Approaches to Budgeting3min
Week 1 Questions and Answers10min
Interview - Brian Ours from Cintas, Inc.13min
Week 1 Review1min
Reading5 leituras
How to Estimate Market Size: Business and Marketing Planning for Startups10min
What is Sales Forecasting: Best Practices & Tips10min
Sales Budgeting: Why Doing It Right Matters10min
A Sales Budget is Central to Effective Business Planning5min
Top 5 Best Practices in Sales Budgeting5min
Quiz1 exercício prático
Week 1 Quiz15min
Semana
2
Horas para completar
5 horas para concluir

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. ...
Reading
17 vídeos (Total de 86 min), 3 leituras, 3 testes
Video17 videos
Developing a Sales Territory Planmin
Factors in Territory Management1min
Interview - Joey Robertson from Amgen - Part 22min
Two Methods for Creating Territoriesmin
The Build Up Methodmin
The Break Down Method1min
The Benefits of Territoriesmin
Interview - Brian Ours from Cintas, Inc. - Part 25min
Interview - Helen Tsang from Lavish Boutique9min
Week 2 Questions and Answers with Suzanne3min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27min
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39min
Interview - Teelin Henderson from Mazak Corporation19min
Week 2 Questions and Answers with Michael8min
Week 2 Reviewmin
Reading3 leituras
How to Create a Sales Territory Plan: 5 Simple Steps10min
One Size Fits All? Not In Sales Territory Planning10min
Get Off My Turf: Assigning Sales Territories5min
Quiz1 exercício prático
Week 2 Quiz15min
Semana
3
Horas para completar
3 horas para concluir

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....
Reading
12 vídeos (Total de 60 min), 3 leituras, 2 testes
Video12 videos
Sales Evaluation1min
Elements of Sales Performance Evaluationmin
The Pareto Principle1min
Analyzing Sales Volume5min
Interview - Joey Robertson from Amgen - Part 37min
Sales Expense Analysis1min
Applying Analysismin
Interview - Brian Ours from Cintas, Inc. - Part 38min
Week 3 Questions and Answers with Suzanne10min
Week 3 Questions and Answers with Michael19min
Week 3 Reviewmin
Reading3 leituras
How to Measure Sales Performance10min
The 80/20 Rule of Sales: How to Find Your Best Customers10min
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10min
Quiz1 exercício prático
Week 3 Quiz15min
Semana
4
Horas para completar
2 horas para concluir

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....
Reading
12 vídeos (Total de 80 min), 1 leitura, 1 teste
Video12 videos
Ethics and Law3min
Differences Between Ethics and Law1min
Ethical Situations Confronting Sales Managers3min
Legal Considerations1min
Interview - Joey Robertson from Amgen - Part 49min
Interview - Brian Ours from Cintas, Inc. - Part 48min
Interview - Paula Fitzgerald from WVU15min
Interview - Xinchun Wang from WVU16min
Week 4 Questions and Answers with Suzanne4min
Week 4 Questions and Answers with Michael9min
Week 4 Review4min
Reading1 leituras
Ethics in Sales and Sales Management15min
Quiz1 exercício prático
Week 4 Quiz15min

Instrutores

Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics

Sobre 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....

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.

Mais dúvidas? Visite o Central de Ajuda ao Aprendiz.