Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues

  • 4.4
Approx. 12 hours to complete

Course Summary

This course teaches students how to forecast, budget, evaluate territories and conduct market analysis. Students will learn how to create a sales plan, build a budget and evaluate sales performance.

Key Learning Points

  • Learn how to forecast sales and budget territories
  • Understand how to evaluate market analysis
  • Create a sales plan and budget
  • Evaluate and improve sales performance

Job Positions & Salaries of people who have taken this course might have

  • Sales Analyst
    • USA: $60,000 - $90,000
    • India: ₹6,00,000 - ₹10,00,000
    • Spain: €24,000 - €45,000
  • Territory Manager
    • USA: $80,000 - $120,000
    • India: ₹8,00,000 - ₹15,00,000
    • Spain: €30,000 - €60,000
  • Sales Director
    • USA: $120,000 - $200,000
    • India: ₹12,00,000 - ₹25,00,000
    • Spain: €50,000 - €100,000

Related Topics for further study


Learning Outcomes

  • Ability to forecast sales and budget territories
  • Understanding of market analysis and sales planning
  • Ability to evaluate and improve sales performance

Prerequisites or good to have knowledge before taking this course

  • Basic understanding of sales and marketing
  • Familiarity with Microsoft Excel

Course Difficulty Level

Intermediate

Course Format

  • Self-paced
  • Online

Similar Courses

  • Sales Operations: Planning, Execution, and Management
  • Marketing Analytics

Related Education Paths


Notable People in This Field

  • Anthony Iannarino
  • Jill Konrath

Related Books

Description

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.

Outline

  • Sales Forecasting and Budgeting
  • 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
  • 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 1 Quiz
  • Territory Management
  • 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
  • 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 2 Quiz
  • Sales Performance Evaluation
  • 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
  • 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 3 Quiz
  • Legal and Ethical Issues
  • 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
  • Ethics in Sales and Sales Management
  • Week 4 Quiz

Summary of User Reviews

Discover how to effectively forecast, budget, evaluate territories and more with this comprehensive course. Students praise the practical exercises and real-world examples provided throughout the program.

Pros from User Reviews

  • In-depth coverage of forecasting and budgeting techniques
  • Useful tips for evaluating territories and improving sales performance
  • Engaging and knowledgeable instructors
  • Flexible schedule allows for self-paced learning
  • Applicable to a wide range of industries and roles

Cons from User Reviews

  • Some of the concepts may be too basic for experienced professionals
  • Lack of personalized feedback on assignments
  • The course could benefit from more interactive elements
  • Limited opportunities for networking with other students
  • The price may be too high for some learners
English
Available now
Approx. 12 hours to complete
Emily C. Tanner, Ph.D., Suzanne C. Bal, Michael F. Walsh, Ph.D.
West Virginia University
Coursera

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