About this Course
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100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 10 hours to complete

Suggested: 5 hours/week...

English

Subtitles: English, Vietnamese
User
Learners taking this Course are
  • Marketing Specialists
  • Sales Associates
  • Business Analysts
  • Managers
  • Engineers
User
Learners taking this Course are
  • Marketing Specialists
  • Sales Associates
  • Business Analysts
  • Managers
  • Engineers

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Approx. 10 hours to complete

Suggested: 5 hours/week...

English

Subtitles: English, Vietnamese

Syllabus - What you will learn from this course

Week
1
5 hours to complete

Compensation Overview

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
2 hours to complete

Methods of Compensation

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
4 hours to complete

Managing Sales Expenses

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
2 hours to complete

Sales Expense Control

8 videos (Total 65 min), 2 quizzes
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
4.3
2 ReviewsChevron Right

Top reviews from Compensation, Expenses and Quotas

By GGMar 22nd 2019

Surprisingly interesting subject. Very decent lectures.

Instructors

Avatar

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

About 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....

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

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • 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.

More questions? Visit the Learner Help Center.