What Does MVP Stand For? It’s Not What You Think.
October 7, 2024
Article
This course is part of Sales Operations/Management Specialization
Instructors: Emily C. Tanner, Ph.D.
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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. Next, we will learn how to develop territories and evaluate sales performance. Finally, we will explore the legal and ethical issues facing sales managers.
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.
16 videos5 readings1 assignment1 peer review1 discussion prompt
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.
17 videos3 readings1 assignment1 peer review1 discussion prompt
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.
12 videos3 readings1 assignment1 peer review1 discussion prompt
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.
12 videos1 reading1 assignment1 discussion prompt
We asked all learners to give feedback on our instructors based on the quality of their teaching style.
Instructor ratings
We asked all learners to give feedback on our instructors based on the quality of their teaching style.
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.
O.P. Jindal Global University
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West Virginia University
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West Virginia University
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Fundação Instituto de Administração
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Reviewed on Aug 9, 2020
Thank you very much!Very useful, complex, approachable and complete course both for Sales/ Account manager and for other analysts and managers!
Reviewed on Aug 24, 2020
Overall good content if you are not familiar with the subject or if you want to have a broad picture of what SM entails.
Reviewed on Jun 6, 2020
Thank you so much for all doctors In all lectures And thank you so much for coursera it’s very good experience 🌹
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