このコースについて
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次における5の4コース

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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。

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。

初級レベル

約12時間で修了

推奨:6 hours/week...

英語

字幕:英語

次における5の4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。

初級レベル

約12時間で修了

推奨:6 hours/week...

英語

字幕:英語

シラバス - 本コースの学習内容

1
4時間で修了

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件のビデオ (合計72分), 5 readings, 2 quizzes
16件のビデオ
Market Factor Derivation1 分
Survey Method55
Test Marketing53
Sales Forecastsing1 分
Sales Forecasting Methods4 分
Forecasting Best Practices and Intro to Budgeting4 分
Interview - Joey Robertson from Amgen18 分
Budget Periods1 分
Purpose of Budgeting2 分
Approaches to Budgeting3 分
Week 1 Questions and Answers10 分
Interview - Brian Ours from Cintas, Inc.13 分
Week 1 Review1 分
5件の学習用教材
How to Estimate Market Size: Business and Marketing Planning for Startups10 分
What is Sales Forecasting: Best Practices & Tips10 分
Sales Budgeting: Why Doing It Right Matters10 分
A Sales Budget is Central to Effective Business Planning5 分
Top 5 Best Practices in Sales Budgeting5 分
1の練習問題
Week 1 Quiz15 分
2
4時間で修了

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件のビデオ (合計86分), 3 readings, 2 quizzes
17件のビデオ
Interview - Joey Robertson from Amgen - Part 22 分
Two Methods for Creating Territories39
The Build Up Method58
The Break Down Method1 分
The Benefits of Territories52
Interview - Brian Ours from Cintas, Inc. - Part 25 分
Interview - Helen Tsang from Lavish Boutique9 分
Week 2 Questions and Answers with Suzanne3 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27 分
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39 分
Interview - Teelin Henderson from Mazak Corporation19 分
Week 2 Questions and Answers with Michael8 分
Week 2 Review44
3件の学習用教材
How to Create a Sales Territory Plan: 5 Simple Steps10 分
One Size Fits All? Not In Sales Territory Planning10 分
Get Off My Turf: Assigning Sales Territories5 分
1の練習問題
Week 2 Quiz15 分
3
3時間で修了

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件のビデオ (合計60分), 3 readings, 2 quizzes
12件のビデオ
The Pareto Principle1 分
Analyzing Sales Volume5 分
Interview - Joey Robertson from Amgen - Part 37 分
Sales Expense Analysis1 分
Applying Analysis45
Interview - Brian Ours from Cintas, Inc. - Part 38 分
Week 3 Questions and Answers with Suzanne10 分
Week 3 Questions and Answers with Michael19 分
Week 3 Review59
3件の学習用教材
How to Measure Sales Performance10 分
The 80/20 Rule of Sales: How to Find Your Best Customers10 分
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 分
1の練習問題
Week 3 Quiz15 分
4
2時間で修了

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件のビデオ (合計80分), 1 reading, 1 quiz
12件のビデオ
Ethical Situations Confronting Sales Managers3 分
Legal Considerations1 分
Interview - Joey Robertson from Amgen - Part 49 分
Interview - Brian Ours from Cintas, Inc. - Part 48 分
Interview - Paula Fitzgerald from WVU15 分
Interview - Xinchun Wang from WVU16 分
Week 4 Questions and Answers with Suzanne4 分
Week 4 Questions and Answers with Michael9 分
Week 4 Review4 分
1件の学習用教材
Ethics in Sales and Sales Management15 分
1の練習問題
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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