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

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

This course is part of Sales Operations/Management Specialization

Instructors: Emily C. Tanner, Ph.D.

9,072 already enrolled

Included with

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4 modules

Gain insight into a topic and learn the fundamentals.

58 reviews

Beginner level

No prior experience required

1 week to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

4 modules

Gain insight into a topic and learn the fundamentals.

58 reviews

Beginner level

No prior experience required

1 week to complete

at 10 hours a week

Flexible schedule

Learn at your own pace

Skills you'll gain

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

4 assignments¹

AI Graded see disclaimer

Taught in English

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This course is part of the Sales Operations/Management Specialization

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There are 4 modules in this course

In the fourth part of the Sales Operations/Management Specialization, students will explore the purpose and methods for forecasting and budgeting in a management role. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.

Module details

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 assignment1 peer review1 discussion prompt

16 videosTotal 72 minutes

Week 1 Introduction4 minutes
Sales Forecasting1 minute
Market Potential & Sales Potential1 minute
Market Factor Derivation2 minutes
Survey Method1 minute
Test Marketing1 minute
Sales Forecastsing1 minute
Sales Forecasting Methods5 minutes
Forecasting Best Practices and Intro to Budgeting5 minutes
Interview - Joey Robertson from Amgen19 minutes
Budget Periods1 minute
Purpose of Budgeting2 minutes
Approaches to Budgeting3 minutes
Week 1 Questions and Answers11 minutes
Interview - Brian Ours from Cintas, Inc.14 minutes
Week 1 Review1 minute

5 readingsTotal 40 minutes

How to Estimate Market Size: Business and Marketing Planning for Startups10 minutes
What is Sales Forecasting: Best Practices & Tips10 minutes
Sales Budgeting: Why Doing It Right Matters10 minutes
A Sales Budget is Central to Effective Business Planning5 minutes
Top 5 Best Practices in Sales Budgeting5 minutes

1 assignmentTotal 15 minutes

Week 1 Quiz15 minutes

1 peer reviewTotal 60 minutes

Case Study: Heller International60 minutes

1 discussion promptTotal 10 minutes

Cutting Expenses10 minutes

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 assignment1 peer review1 discussion prompt

17 videosTotal 86 minutes

Week 2 Introduction4 minutes
Developing a Sales Territory Plan1 minute
Factors in Territory Management1 minute
Interview - Joey Robertson from Amgen - Part 23 minutes
Two Methods for Creating Territories1 minute
The Build Up Method1 minute
The Break Down Method1 minute
The Benefits of Territories1 minute
Interview - Brian Ours from Cintas, Inc. - Part 26 minutes
Interview - Helen Tsang from Lavish Boutique10 minutes
Week 2 Questions and Answers with Suzanne4 minutes
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18 minutes
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27 minutes
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39 minutes
Interview - Teelin Henderson from Mazak Corporation20 minutes
Week 2 Questions and Answers with Michael9 minutes
Week 2 Review1 minute

3 readingsTotal 25 minutes

How to Create a Sales Territory Plan: 5 Simple Steps10 minutes
One Size Fits All? Not In Sales Territory Planning10 minutes
Get Off My Turf: Assigning Sales Territories5 minutes

1 assignmentTotal 15 minutes

Week 2 Quiz15 minutes

1 peer reviewTotal 90 minutes

Creating Sales Territories90 minutes

1 discussion promptTotal 30 minutes

Case Study - The Marysville Gazette30 minutes

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 assignment1 peer review1 discussion prompt

12 videosTotal 60 minutes

Week 3 Introduction1 minute
Sales Evaluation2 minutes
Elements of Sales Performance Evaluation1 minute
The Pareto Principle1 minute
Analyzing Sales Volume5 minutes
Interview - Joey Robertson from Amgen - Part 38 minutes
Sales Expense Analysis2 minutes
Applying Analysis1 minute
Interview - Brian Ours from Cintas, Inc. - Part 38 minutes
Week 3 Questions and Answers with Suzanne11 minutes
Week 3 Questions and Answers with Michael19 minutes
Week 3 Review1 minute

3 readingsTotal 30 minutes

How to Measure Sales Performance10 minutes
The 80/20 Rule of Sales: How to Find Your Best Customers10 minutes
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10 minutes

1 assignmentTotal 15 minutes

Week 3 Quiz15 minutes

1 peer reviewTotal 45 minutes

Outside Sales Person Evaluation Forms45 minutes

1 discussion promptTotal 10 minutes

Subjective Vs. Objective Criteria10 minutes

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.