West Virginia University
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
West Virginia University

Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

This course is part of Sales Operations/Management Specialization

Taught in English

Some content may not be translated

Emily C. Tanner, Ph.D.
Suzanne C. Bal
Michael F. Walsh, Ph.D.

Instructors: Emily C. Tanner, Ph.D.

7,219 already enrolled

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Course

Gain insight into a topic and learn the fundamentals

4.4

(49 reviews)

Beginner level
No prior experience required
12 hours (approximately)
Flexible schedule
Learn at your own pace

Details to know

Shareable certificate

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Assessments

4 quizzes

Course

Gain insight into a topic and learn the fundamentals

4.4

(49 reviews)

Beginner level
No prior experience required
12 hours (approximately)
Flexible schedule
Learn at your own pace

See how employees at top companies are mastering in-demand skills

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This course is part of the Sales Operations/Management Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 4 modules in this course

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.

What's included

16 videos5 readings1 quiz1 peer review1 discussion prompt

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.

What's included

17 videos3 readings1 quiz1 peer review1 discussion prompt

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.

What's included

12 videos3 readings1 quiz1 peer review1 discussion prompt

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.

What's included

12 videos1 reading1 quiz1 discussion prompt

Instructors

Instructor ratings
4.5 (9 ratings)
Emily C. Tanner, Ph.D.
West Virginia University
5 Courses30,613 learners

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4.4

49 reviews

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Reviewed on Oct 7, 2020

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