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Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
  • Level Foundation
  • Duration 12 hours
  • Course by West Virginia University
  • Offered by

About

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.

Modules

Week 1 Activities

    • 16 Videos
    • 5 Readings
    • 1 Discussion
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 1 Quiz

1 Peer Review

  • Case Study: Heller International

1 Discussions

  • Cutting Expenses

16 Videos

  • Week 1 Introduction
  • Sales Forecasting
  • Market Potential & Sales Potential
  • Market Factor Derivation
  • Survey Method
  • Test Marketing
  • Sales Forecastsing
  • Sales Forecasting Methods
  • Forecasting Best Practices and Intro to Budgeting
  • Interview - Joey Robertson from Amgen
  • Budget Periods
  • Purpose of Budgeting
  • Approaches to Budgeting
  • Week 1 Questions and Answers
  • Interview - Brian Ours from Cintas, Inc.
  • Week 1 Review

5 Readings

  • How to Estimate Market Size: Business and Marketing Planning for Startups
  • What is Sales Forecasting: Best Practices & Tips
  • Sales Budgeting: Why Doing It Right Matters
  • A Sales Budget is Central to Effective Business Planning
  • Top 5 Best Practices in Sales Budgeting

Week 2 Activities

    • 17 Videos
    • 3 Readings
    • 1 Discussion
    • 1 PeerReview
    • 1 Assignment
Show info about module content

1 Assignment

  • Week 2 Quiz

1 Peer Review

  • Creating Sales Territories

1 Discussions

  • Case Study - The Marysville Gazette

17 Videos

  • Week 2 Introduction
  • Developing a Sales Territory Plan
  • Factors in Territory Management
  • Interview - Joey Robertson from Amgen - Part 2
  • Two Methods for Creating Territories
  • The Build Up Method
  • The Break Down Method
  • The Benefits of Territories
  • Interview - Brian Ours from Cintas, Inc. - Part 2
  • Interview - Helen Tsang from Lavish Boutique
  • Week 2 Questions and Answers with Suzanne
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 1
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 2
  • Interview - Scott Stenger from All Makes Vacuum and Sewing Center - Part 3
  • Interview - Teelin Henderson from Mazak Corporation
  • Week 2 Questions and Answers with Michael
  • Week 2 Review

3 Readings

  • How to Create a Sales Territory Plan: 5 Simple Steps
  • One Size Fits All? Not In Sales Territory Planning
  • Get Off My Turf: Assigning Sales Territories

Week 3 Activities

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

1 Assignment

  • Week 3 Quiz

1 Peer Review

  • Outside Sales Person Evaluation Forms

1 Discussions

  • Subjective Vs. Objective Criteria

12 Videos

  • Week 3 Introduction
  • Sales Evaluation
  • Elements of Sales Performance Evaluation
  • The Pareto Principle
  • Analyzing Sales Volume
  • Interview - Joey Robertson from Amgen - Part 3
  • Sales Expense Analysis
  • Applying Analysis
  • Interview - Brian Ours from Cintas, Inc. - Part 3
  • Week 3 Questions and Answers with Suzanne
  • Week 3 Questions and Answers with Michael
  • Week 3 Review

3 Readings

  • How to Measure Sales Performance
  • The 80/20 Rule of Sales: How to Find Your Best Customers
  • The 5 Most Important Sales Performance Metrics Every Rep and Manager Should Track

Week 4 Activities

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

1 Assignment

  • Week 4 Quiz

1 Discussions

  • Sales Force Guide

12 Videos

  • Week 4 Introduction
  • Ethics and Law
  • Differences Between Ethics and Law
  • Ethical Situations Confronting Sales Managers
  • Legal Considerations
  • Interview - Joey Robertson from Amgen - Part 4
  • Interview - Brian Ours from Cintas, Inc. - Part 4
  • Interview - Paula Fitzgerald from WVU
  • Interview - Xinchun Wang from WVU
  • Week 4 Questions and Answers with Suzanne
  • Week 4 Questions and Answers with Michael
  • Week 4 Review

1 Readings

  • Ethics in Sales and Sales Management

Auto Summary

Delve into the intricacies of sales management with our comprehensive course on Forecasting, Budgeting, Territories, Evaluation, and Legal/Ethical Issues. This foundational course, part of the Sales Operations/Management Specialization, is designed for those eager to master essential management skills within the business and management domain. Led by Coursera, this course spans 720 minutes of in-depth content, guiding learners through the critical processes of forecasting and budgeting. You'll gain practical insights into developing sales territories and evaluating performance, ensuring you are well-equipped to drive sales success. Additionally, the course addresses the vital legal and ethical considerations that sales managers must navigate, providing a well-rounded understanding of the challenges in today’s business environment. Ideal for beginners seeking to build a robust foundation in sales operations and management, this course offers a starter subscription option, making it accessible for those ready to advance their career in sales management. Join us to enhance your managerial skill set and prepare for the dynamic world of sales with confidence.

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.