About this Course

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Beginner Level
Approx. 13 hours to complete
English
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.
Beginner Level
Approx. 13 hours to complete
English

Offered by

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West Virginia University

Syllabus - What you will learn from this course

Week
1

Week 1

3 hours to complete

Sales Forecasting and Budgeting

3 hours to complete
16 videos (Total 72 min), 5 readings, 2 quizzes
16 videos
Sales Forecasting1m
Market Potential & Sales Potential1m
Market Factor Derivation1m
Survey Method55s
Test Marketing53s
Sales Forecastsing1m
Sales Forecasting Methods4m
Forecasting Best Practices and Intro to Budgeting4m
Interview - Joey Robertson from Amgen18m
Budget Periods1m
Purpose of Budgeting2m
Approaches to Budgeting3m
Week 1 Questions and Answers10m
Interview - Brian Ours from Cintas, Inc.13m
Week 1 Review1m
5 readings
How to Estimate Market Size: Business and Marketing Planning for Startups10m
What is Sales Forecasting: Best Practices & Tips10m
Sales Budgeting: Why Doing It Right Matters10m
A Sales Budget is Central to Effective Business Planning5m
Top 5 Best Practices in Sales Budgeting5m
1 practice exercise
Week 1 Quiz15m
Week
2

Week 2

4 hours to complete

Territory Management

4 hours to complete
17 videos (Total 86 min), 3 readings, 2 quizzes
17 videos
Developing a Sales Territory Plan54s
Factors in Territory Management1m
Interview - Joey Robertson from Amgen - Part 22m
Two Methods for Creating Territories39s
The Build Up Method58s
The Break Down Method1m
The Benefits of Territories52s
Interview - Brian Ours from Cintas, Inc. - Part 25m
Interview - Helen Tsang from Lavish Boutique9m
Week 2 Questions and Answers with Suzanne3m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39m
Interview - Teelin Henderson from Mazak Corporation19m
Week 2 Questions and Answers with Michael8m
Week 2 Review44s
3 readings
How to Create a Sales Territory Plan: 5 Simple Steps10m
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories5m
1 practice exercise
Week 2 Quiz15m
Week
3

Week 3

3 hours to complete

Sales Performance Evaluation

3 hours to complete
12 videos (Total 60 min), 3 readings, 2 quizzes
12 videos
Sales Evaluation1m
Elements of Sales Performance Evaluation54s
The Pareto Principle1m
Analyzing Sales Volume5m
Interview - Joey Robertson from Amgen - Part 37m
Sales Expense Analysis1m
Applying Analysis45s
Interview - Brian Ours from Cintas, Inc. - Part 38m
Week 3 Questions and Answers with Suzanne10m
Week 3 Questions and Answers with Michael19m
Week 3 Review59s
3 readings
How to Measure Sales Performance10m
The 80/20 Rule of Sales: How to Find Your Best Customers10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
1 practice exercise
Week 3 Quiz15m
Week
4

Week 4

2 hours to complete

Legal and Ethical Issues

2 hours to complete
12 videos (Total 80 min), 1 reading, 1 quiz
12 videos
Ethics and Law3m
Differences Between Ethics and Law1m
Ethical Situations Confronting Sales Managers3m
Legal Considerations1m
Interview - Joey Robertson from Amgen - Part 49m
Interview - Brian Ours from Cintas, Inc. - Part 48m
Interview - Paula Fitzgerald from WVU15m
Interview - Xinchun Wang from WVU16m
Week 4 Questions and Answers with Suzanne4m
Week 4 Questions and Answers with Michael9m
Week 4 Review4m
1 reading
Ethics in Sales and Sales Management15m
1 practice exercise
Week 4 Quiz15m

Reviews

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About the Sales Operations/Management Specialization

Sales Operations/Management

Frequently Asked Questions

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