About this Course
Specialization
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100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Hours to complete

Approx. 11 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...
Specialization
100% online

100% online

Start instantly and learn at your own schedule.
Flexible deadlines

Flexible deadlines

Reset deadlines in accordance to your schedule.
Beginner Level

Beginner Level

Hours to complete

Approx. 11 hours to complete

Suggested: 6 hours/week...
Available languages

English

Subtitles: English...

Syllabus - What you will learn from this course

Week
1
Hours to complete
4 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....
Reading
16 videos (Total 72 min), 5 readings, 2 quizzes
Video16 videos
Sales Forecasting1m
Market Potential & Sales Potential1m
Market Factor Derivation1m
Survey Methodm
Test Marketingm
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
Reading5 readings
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
Quiz1 practice exercise
Week 1 Quiz15m
Week
2
Hours to complete
5 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. ...
Reading
17 videos (Total 86 min), 3 readings, 3 quizzes
Video17 videos
Developing a Sales Territory Planm
Factors in Territory Management1m
Interview - Joey Robertson from Amgen - Part 22m
Two Methods for Creating Territoriesm
The Build Up Methodm
The Break Down Method1m
The Benefits of Territoriesm
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 Reviewm
Reading3 readings
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
Quiz1 practice exercise
Week 2 Quiz15m
Week
3
Hours to complete
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....
Reading
12 videos (Total 60 min), 3 readings, 2 quizzes
Video12 videos
Sales Evaluation1m
Elements of Sales Performance Evaluationm
The Pareto Principle1m
Analyzing Sales Volume5m
Interview - Joey Robertson from Amgen - Part 37m
Sales Expense Analysis1m
Applying Analysism
Interview - Brian Ours from Cintas, Inc. - Part 38m
Week 3 Questions and Answers with Suzanne10m
Week 3 Questions and Answers with Michael19m
Week 3 Reviewm
Reading3 readings
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
Quiz1 practice exercise
Week 3 Quiz15m
Week
4
Hours to complete
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....
Reading
12 videos (Total 80 min), 1 reading, 1 quiz
Video12 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
Reading1 reading
Ethics in Sales and Sales Management15m
Quiz1 practice exercise
Week 4 Quiz15m

Instructors

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

About 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....

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: · 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

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.