このコースについて

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自分のスケジュールですぐに学習を始めてください。

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スケジュールに従って期限をリセットします。

約11時間で修了

推奨:6 hours/week...

英語

字幕:英語, ベトナム語

次における1の1コース

100%オンライン

自分のスケジュールですぐに学習を始めてください。

柔軟性のある期限

スケジュールに従って期限をリセットします。

約11時間で修了

推奨:6 hours/week...

英語

字幕:英語, ベトナム語

シラバス - 本コースの学習内容

1
5時間で修了

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.

...
12件のビデオ (合計66分), 1 reading, 3 quizzes
12件のビデオ
Goals of a Sales Compensation Plan1 分
Interview: Sydney Eddy from Lavish Botique8 分
Manager versus Sales Professionals Perspectives1 分
Steps in Developing a Compensation Plan4 分
Straight Salary1 分
Straight Commission2 分
Combination Plan4 分
Indirect Monetary Compensation31
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19 分
Week 1 Questions and Answers19 分
Week 1 Review1 分
1件の学習用教材
Motivating Salespeople: What Really Works20 分
1の練習問題
Week 1 Quiz15 分
2
2時間で修了

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.

...
7件のビデオ (合計67分), 1 reading, 1 quiz
7件のビデオ
Sales Force Expenses2 分
Goals of a Sales Expense Plan1 分
Interview - Teelin Henderson from Mazak Corporation15 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19 分
Week 2 Questions and Answers23 分
Week 2 Review2 分
1件の学習用教材
Expense Report Abuse: Much Ado about Nothing15 分
1の練習問題
Week 2 Quiz15 分
3
4時間で修了

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.

...
8件のビデオ (合計74分), 2 readings, 2 quizzes
8件のビデオ
Controlling Expenses4 分
Transportation Expenses2 分
Interview - Helen Tsang from Lavish Boutique8 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227 分
Week 3 Questions and Answers15 分
Week 3 Review2 分
2件の学習用教材
Why Bosses Can Track Their Employees 24/710 分
How Can GPS Vehicle Tracking Improve Your Business?20 分
1の練習問題
Week 3 Quiz15 分
4
2時間で修了

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.

...
8件のビデオ (合計65分), 2 quizzes
8件のビデオ
Purpose of Sales Quotas1 分
Types of Quotas1 分
Three Approaches to Setting Quotas2 分
Interview - Helen Tsang from Lavish Boutique19 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20 分
Week 4 Questions and Answers17 分
Week 4 Review1 分
2の練習問題
Compensation Trends Data20 分
Week 4 Quiz15 分

講師

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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

ウェストバージニア大学(West Virginia University)について

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....

Sales Operations/Managementの専門講座について

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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