Acerca de este Curso
Programa Especializado
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Horas para completar

Aprox. 11 horas para completar

Sugerido: 6 hours/week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English)...
Programa Especializado
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Horas para completar

Aprox. 11 horas para completar

Sugerido: 6 hours/week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English)...

Programa - Qué aprenderás en este curso

Semana
1
Horas para completar
5 horas para completar

Compensation Overview

This module focuses on sales force compensation. In this segment, we will identify the goals of a sales force compensation plan. We will compare the different viewpoints that managers and salespeople have towards compensation. We will discuss the various steps in developing a compensation plan and identify how managers determine overall levels of compensation for their sales force. We will describe the basic methods used today in compensating the sales force and discuss the pros and cons of each. Finally, we will discuss indirect monetary compensation and its role in sales force compensation....
Reading
12 videos (Total: 66 min), 1 reading, 3 quizzes
Video12 videos
Goals of a Sales Compensation Plan1m
Interview: Sydney Eddy from Lavish Botique8m
Manager versus Sales Professionals Perspectives1m
Steps in Developing a Compensation Plan4m
Straight Salary1m
Straight Commission2m
Combination Plan4m
Indirect Monetary Compensationm
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19m
Week 1 Questions and Answers19m
Week 1 Review1m
Reading1 lectura
Motivating Salespeople: What Really Works20m
Quiz1 ejercicio de práctica
Week 1 Quiz15m
Semana
2
Horas para completar
2 horas para completar

Methods of Compensation

This week we will discuss the role of expenses in sales force compensation. We will describe the goals of a sales expense plan and the various issues relating to sales force expense management such as IRS rules and regulations. Finally we will provide a discussion on the importance of providing well defined policies with regard to expense reimbursement. A well-defined sales force expense policy should be used as a tool to aid sales in their efforts to develop and grow customer relationships....
Reading
7 videos (Total: 67 min), 1 reading, 1 quiz
Video7 videos
Sales Force Expenses2m
Goals of a Sales Expense Plan1m
Interview - Teelin Henderson from Mazak Corporation15m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center19m
Week 2 Questions and Answers23m
Week 2 Review2m
Reading1 lectura
Expense Report Abuse: Much Ado about Nothing15m
Quiz1 ejercicio de práctica
Week 2 Quiz15m
Semana
3
Horas para completar
4 horas para completar

Managing Sales Expenses

This week we will focus on Expense Control. We will discuss alternative methods available to sales managers in controlling sales force expenses. We will discuss the pros and cons of each method. Next we will discuss the use of automobiles as a transportation expense used by the salesforce to travel to their customers. We will evaluate the option of providing a company car for each salesperson to use in their daily contact with customers. If the firm chooses to provide a company car, which alternative is best for the firm: lease or purchase? Finally, we will look at sales transportation costs using the salesperson’s personal vehicle and what type of reimbursement options may be used with this approach....
Reading
8 videos (Total: 74 min), 2 readings, 2 quizzes
Video8 videos
Controlling Expenses4m
Transportation Expenses2m
Interview - Helen Tsang from Lavish Boutique8m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 111m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 227m
Week 3 Questions and Answers15m
Week 3 Review2m
Reading2 lecturas
Why Bosses Can Track Their Employees 24/710m
How Can GPS Vehicle Tracking Improve Your Business?20m
Quiz1 ejercicio de práctica
Week 3 Quiz15m
Semana
4
Horas para completar
2 horas para completar

Sales Expense Control

This week our discussion will focus on Sales Quotas. We will define what we term a “sales Quota” and discuss the purpose of sales quotas in measuring sales performance. We will discuss various options in setting sales quotas and evaluate each in terms of its potential benefits and shortcomings. Finally we will assess different approaches to setting quotas such as territory potential, through the use of historical data or a by asking for the salesperson’s own insight into quota estimation....
Reading
8 videos (Total: 65 min), 2 quizzes
Video8 videos
Purpose of Sales Quotas1m
Types of Quotas1m
Three Approaches to Setting Quotas2m
Interview - Helen Tsang from Lavish Boutique19m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center20m
Week 4 Questions and Answers17m
Week 4 Review1m
Quiz2 ejercicios de práctica
Compensation Trends Data20m
Week 4 Quiz15m

Instructores

Avatar

Emily C. Tanner, Ph.D.

Assistant Professor, Marketing
College of Business and Economics
Avatar

Suzanne C. Bal

Teaching Assistant Professor, Marketing
College of Business and Economics
Avatar

Michael F. Walsh, Ph.D.

Department Chair & Associate Professor of Marketing
College of Business and Economics

Acerca de 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....

Acerca del programa especializado Sales Operations/Management

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: · Develop a plan for organizing, staffing and training a sales force. · Identify the key factors in establishing and maintaining high morale in the sales force. · Develop an effective sales compensation plan. · Evaluate the performance of a sales person. · Organize sales territories to maximize selling effectiveness. · Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice....
Sales Operations/Management

Preguntas Frecuentes

  • Una vez que te inscribes para obtener un Certificado, tendrás acceso a todos los videos, cuestionarios y tareas de programación (si corresponde). Las tareas calificadas por compañeros solo pueden enviarse y revisarse una vez que haya comenzado tu sesión. Si eliges explorar el curso sin comprarlo, es posible que no puedas acceder a determinadas tareas.

  • Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.

¿Tienes más preguntas? Visita el Centro de Ayuda al Alumno.