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Compensation, Expenses and Quotas
  • Level Foundation
  • Duration 10 hours
  • Course by West Virginia University
  • Offered by

About

This course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.

Modules

Week 1 Activities

    • 12 Videos
    • 1 Readings
    • 2 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 1 Quiz

2 Peer Review

  • Designing a Sales Compensation Plan
  • Sales Wage Statistics

12 Videos

  • Introduction - Week 1
  • Goals of a Sales Compensation Plan
  • Interview: Sydney Eddy from Lavish Botique
  • Manager versus Sales Professionals Perspectives
  • Steps in Developing a Compensation Plan
  • Straight Salary
  • Straight Commission
  • Combination Plan
  • Indirect Monetary Compensation
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center
  • Week 1 Questions and Answers
  • Week 1 Review

1 Readings

  • Motivating Salespeople: What Really Works

Week 2 Activities

    • 7 Videos
    • 1 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 2 Quiz

1 Discussions

  • Frequent Flyer Plans

7 Videos

  • Week 2 Introduction
  • Sales Force Expenses
  • Goals of a Sales Expense Plan
  • Interview - Teelin Henderson from Mazak Corporation
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center
  • Week 2 Questions and Answers
  • Week 2 Review

1 Readings

  • Expense Report Abuse: Much Ado about Nothing

Week 3 Activities

    • 8 Videos
    • 2 Readings
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 3 Quiz

1 Peer Review

  • Case Study: Quack Shack

8 Videos

  • Week 3 Introduction
  • Controlling Expenses
  • Transportation Expenses
  • Interview - Helen Tsang from Lavish Boutique
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 1
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 2
  • Week 3 Questions and Answers
  • Week 3 Review

2 Readings

  • Why Bosses Can Track Their Employees 24/7
  • How Can GPS Vehicle Tracking Improve Your Business?

Week 4 Activities

    • 8 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Compensation Trends Data
  • Week 4 Quiz

8 Videos

  • Week 4 Introduction
  • Purpose of Sales Quotas
  • Types of Quotas
  • Three Approaches to Setting Quotas
  • Interview - Helen Tsang from Lavish Boutique
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center
  • Week 4 Questions and Answers
  • Week 4 Review

Auto Summary

This foundational course, "Compensation, Expenses and Quotas," is part of the Sales Operations/Management Specialization offered by Coursera. It delves into financial aspects of managing a sales force, covering compensation options, expense management plans, and the strategic use of quotas to drive sales goals. Ideal for business and management enthusiasts, the course spans 600 minutes and is available through Starter and Professional subscription plans.

Emily C. Tanner, Ph.D.
Instructors

Emily C. Tanner, Ph.D.

Suzanne C. Bal
Instructors

Suzanne C. Bal

Michael F. Walsh, Ph.D.
Instructors

Michael F. Walsh, Ph.D.