West Virginia University
Forecasting, Budgeting, Territories, Evaluation and Legal/Ethical Issues
West Virginia University

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

Emily C. Tanner, Ph.D.
Suzanne C. Bal
Michael F. Walsh, Ph.D.

Instructors: Emily C. Tanner, Ph.D.

7,912 already enrolled

Included withCoursera Plus

Gain insight into a topic and learn the fundamentals.
4.4

(53 reviews)

Beginner level
No prior experience required
12 hours to complete
3 weeks at 4 hours a week
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
4.4

(53 reviews)

Beginner level
No prior experience required
12 hours to complete
3 weeks at 4 hours a week
Flexible schedule
Learn at your own pace

Details to know

Earn a career certificate

Add to your LinkedIn profile

Assessments

4 assignments

Taught in English

See how employees at top companies are mastering in-demand skills

Placeholder

Build your subject-matter expertise

This course is part of the Sales Operations/Management Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
  • Learn new concepts from industry experts
  • Gain a foundational understanding of a subject or tool
  • Develop job-relevant skills with hands-on projects
  • Earn a shareable career certificate
Placeholder
Placeholder

Earn a career certificate

Add this credential to your LinkedIn profile, resume, or CV

Share it on social media and in your performance review

Placeholder

There are 4 modules in this course

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.

What's included

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.

What's included

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.

What's included

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.

What's included

12 videos1 reading1 assignment1 discussion prompt

Instructors

Instructor ratings
4.5 (9 ratings)
Emily C. Tanner, Ph.D.
West Virginia University
5 Courses33,743 learners

Offered by

Recommended if you're interested in Leadership and Management

Why people choose Coursera for their career

Felipe M.
Learner since 2018
"To be able to take courses at my own pace and rhythm has been an amazing experience. I can learn whenever it fits my schedule and mood."
Jennifer J.
Learner since 2020
"I directly applied the concepts and skills I learned from my courses to an exciting new project at work."
Larry W.
Learner since 2021
"When I need courses on topics that my university doesn't offer, Coursera is one of the best places to go."
Chaitanya A.
"Learning isn't just about being better at your job: it's so much more than that. Coursera allows me to learn without limits."

Learner reviews

Showing 3 of 53

4.4

53 reviews

  • 5 stars

    62.96%

  • 4 stars

    27.77%

  • 3 stars

    3.70%

  • 2 stars

    0%

  • 1 star

    5.55%

D
5

Reviewed on Apr 1, 2022

RM
5

Reviewed on Mar 14, 2019

AP
4

Reviewed on Aug 9, 2023

New to Leadership and Management? Start here.

Placeholder

Open new doors with Coursera Plus

Unlimited access to 7,000+ world-class courses, hands-on projects, and job-ready certificate programs - all included in your subscription

Advance your career with an online degree

Earn a degree from world-class universities - 100% online

Join over 3,400 global companies that choose Coursera for Business

Upskill your employees to excel in the digital economy

Frequently asked questions