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.
This course is part of the Sales Operations/Management Specialization
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Sales Operations/Management SpecializationWest Virginia UniversityAbout this Course
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Course 4 of 5 in the
Beginner Level
Approx. 12 hours to complete
English
Subtitles: French, Portuguese (European), Vietnamese, Russian, English, Spanish
Flexible deadlines
Reset deadlines in accordance to your schedule.
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Course 4 of 5 in the
Beginner Level
Approx. 12 hours to complete
English
Subtitles: French, Portuguese (European), Vietnamese, Russian, English, Spanish
Offered by
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.
Syllabus - What you will learn from this course
3 hours to complete
Sales Forecasting and Budgeting
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.
3 hours to complete
16 videos (Total 72 min), 5 readings, 2 quizzes
4 hours to complete
Territory Management
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.
4 hours to complete
17 videos (Total 86 min), 3 readings, 2 quizzes
3 hours to complete
Sales Performance Evaluation
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.
3 hours to complete
12 videos (Total 60 min), 3 readings, 2 quizzes
2 hours to complete
Legal and Ethical Issues
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.
2 hours to complete
12 videos (Total 80 min), 1 reading, 1 quiz
Reviews
- 5 stars64.10%
- 4 stars25.64%
- 3 stars5.12%
- 1 star5.12%
TOP REVIEWS FROM FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES
by TSOct 7, 2020
Deeply appreciate WVU efforts making such an elite level of education available online.
by NRAug 24, 2020
Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.
by AJun 6, 2020
Thank you so much for all doctors In all lectures
And thank you so much for coursera it’s very good experience 🌹
by BDMay 13, 2021
Great course to build foundation in Sales & Marketing.
Thank you Professor Emily C. Tanner, Suzanne C. Bal & Michael F. Walsh
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:
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