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.
The Build Up Method
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4.5 (42 ratings)
- 5 stars66.66%
- 4 stars23.80%
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VY
Aug 9, 2020
Thank you very much!
Very useful, complex, approachable and complete course both for Sales/ Account manager and for other analysts and managers!
BD
May 13, 2021
Great course to build foundation in Sales & Marketing.
Thank you Professor Emily C. Tanner, Suzanne C. Bal & Michael F. Walsh
From the lesson
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.
Taught By
Emily C. Tanner, Ph.D.
Assistant Professor, Marketing
Suzanne C. Bal
Teaching Assistant Professor, Marketing
Michael F. Walsh, Ph.D.
Department Chair & Associate Professor of Marketing
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