About this Course

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Shareable Certificate
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Start instantly and learn at your own schedule.
Flexible deadlines
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Approx. 12 hours to complete
English
Subtitles: English, Vietnamese
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 12 hours to complete
English
Subtitles: English, Vietnamese

Offered by

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West Virginia University

Syllabus - What you will learn from this course

Week
1

Week 1

5 hours to complete

Compensation Overview

5 hours to complete
12 videos (Total 66 min), 1 reading, 3 quizzes
12 videos
Goals of a Sales Compensation Plan1m
Interview: Sydney Eddy from Lavish Botique8m
Manager versus Sales Professionals Perspectives1m
Steps in Developing a Compensation Plan4m
Straight Salary1m
Straight Commission2m
Combination Plan4m
Indirect Monetary Compensation31s
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19m
Week 1 Questions and Answers19m
Week 1 Review1m
1 reading
Motivating Salespeople: What Really Works20m
1 practice exercise
Week 1 Quiz15m
Week
2

Week 2

2 hours to complete

Methods of Compensation

2 hours to complete
7 videos (Total 67 min), 1 reading, 1 quiz
7 videos
Sales Force Expenses2m
Goals of a Sales Expense Plan1m
Interview - Teelin Henderson from Mazak Corporation15m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19m
Week 2 Questions and Answers23m
Week 2 Review2m
1 reading
Expense Report Abuse: Much Ado about Nothing15m
1 practice exercise
Week 2 Quiz15m
Week
3

Week 3

4 hours to complete

Managing Sales Expenses

4 hours to complete
8 videos (Total 74 min), 2 readings, 2 quizzes
8 videos
Controlling Expenses4m
Transportation Expenses2m
Interview - Helen Tsang from Lavish Boutique8m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227m
Week 3 Questions and Answers15m
Week 3 Review2m
2 readings
Why Bosses Can Track Their Employees 24/710m
How Can GPS Vehicle Tracking Improve Your Business?20m
1 practice exercise
Week 3 Quiz15m
Week
4

Week 4

2 hours to complete

Sales Expense Control

2 hours to complete
8 videos (Total 65 min)
8 videos
Purpose of Sales Quotas1m
Types of Quotas1m
Three Approaches to Setting Quotas2m
Interview - Helen Tsang from Lavish Boutique19m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20m
Week 4 Questions and Answers17m
Week 4 Review1m
2 practice exercises
Compensation Trends Data20m
Week 4 Quiz15m

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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....
Sales Operations/Management

Frequently Asked Questions

  • 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.
  • 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.

  • If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

  • Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.

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