Acerca de este Curso

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Certificado para compartir
Obtén un certificado al finalizar
100 % en línea
Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles
Restablece las fechas límite en función de tus horarios.
Nivel principiante
Aprox. 13 horas para completar
Inglés (English)
Subtítulos: Inglés (English)
Certificado para compartir
Obtén un certificado al finalizar
100 % en línea
Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles
Restablece las fechas límite en función de tus horarios.
Nivel principiante
Aprox. 13 horas para completar
Inglés (English)
Subtítulos: Inglés (English)

ofrecido por

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Universidad de Virginia Occidental

Programa - Qué aprenderás en este curso

Semana
1

Semana 1

3 horas para completar

Sales Forecasting and Budgeting

3 horas para completar
16 videos (Total 72 minutos), 5 lecturas, 2 cuestionarios
16 videos
Sales Forecasting1m
Market Potential & Sales Potential1m
Market Factor Derivation1m
Survey Method55s
Test Marketing53s
Sales Forecastsing1m
Sales Forecasting Methods4m
Forecasting Best Practices and Intro to Budgeting4m
Interview - Joey Robertson from Amgen18m
Budget Periods1m
Purpose of Budgeting2m
Approaches to Budgeting3m
Week 1 Questions and Answers10m
Interview - Brian Ours from Cintas, Inc.13m
Week 1 Review1m
5 lecturas
How to Estimate Market Size: Business and Marketing Planning for Startups10m
What is Sales Forecasting: Best Practices & Tips10m
Sales Budgeting: Why Doing It Right Matters10m
A Sales Budget is Central to Effective Business Planning5m
Top 5 Best Practices in Sales Budgeting5m
1 ejercicio de práctica
Week 1 Quiz15m
Semana
2

Semana 2

4 horas para completar

Territory Management

4 horas para completar
17 videos (Total 86 minutos), 3 lecturas, 2 cuestionarios
17 videos
Developing a Sales Territory Plan54s
Factors in Territory Management1m
Interview - Joey Robertson from Amgen - Part 22m
Two Methods for Creating Territories39s
The Build Up Method58s
The Break Down Method1m
The Benefits of Territories52s
Interview - Brian Ours from Cintas, Inc. - Part 25m
Interview - Helen Tsang from Lavish Boutique9m
Week 2 Questions and Answers with Suzanne3m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 18m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 27m
Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 39m
Interview - Teelin Henderson from Mazak Corporation19m
Week 2 Questions and Answers with Michael8m
Week 2 Review44s
3 lecturas
How to Create a Sales Territory Plan: 5 Simple Steps10m
One Size Fits All? Not In Sales Territory Planning10m
Get Off My Turf: Assigning Sales Territories5m
1 ejercicio de práctica
Week 2 Quiz15m
Semana
3

Semana 3

3 horas para completar

Sales Performance Evaluation

3 horas para completar
12 videos (Total 60 minutos), 3 lecturas, 2 cuestionarios
12 videos
Sales Evaluation1m
Elements of Sales Performance Evaluation54s
The Pareto Principle1m
Analyzing Sales Volume5m
Interview - Joey Robertson from Amgen - Part 37m
Sales Expense Analysis1m
Applying Analysis45s
Interview - Brian Ours from Cintas, Inc. - Part 38m
Week 3 Questions and Answers with Suzanne10m
Week 3 Questions and Answers with Michael19m
Week 3 Review59s
3 lecturas
How to Measure Sales Performance10m
The 80/20 Rule of Sales: How to Find Your Best Customers10m
The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track10m
1 ejercicio de práctica
Week 3 Quiz15m
Semana
4

Semana 4

2 horas para completar

Legal and Ethical Issues

2 horas para completar
12 videos (Total 80 minutos), 1 lectura, 1 cuestionario
12 videos
Ethics and Law3m
Differences Between Ethics and Law1m
Ethical Situations Confronting Sales Managers3m
Legal Considerations1m
Interview - Joey Robertson from Amgen - Part 49m
Interview - Brian Ours from Cintas, Inc. - Part 48m
Interview - Paula Fitzgerald from WVU15m
Interview - Xinchun Wang from WVU16m
Week 4 Questions and Answers with Suzanne4m
Week 4 Questions and Answers with Michael9m
Week 4 Review4m
1 lectura
Ethics in Sales and Sales Management15m
1 ejercicio de práctica
Week 4 Quiz15m

Reseñas

Principales reseñas sobre FORECASTING, BUDGETING, TERRITORIES, EVALUATION AND LEGAL/ETHICAL ISSUES

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Acerca de 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

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