Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
- 4.4
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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
IntermediateCourse 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
Emily C. Tanner, Ph.D.
4.4 Raiting
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
- 4.4
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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....
