West Virginia University Courses

Sales Operations/Management

5

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeSales jobs span nearly every industry, from agribusiness and pharmaceuticals, to telecommunications and property management. And essential to sales is the management of the sales force. This course provides the knowledge and know how required for careers in sales management. Students are exposed to all facets of sales management, including organizing, selecting, training, motivating, supervising and compensating the sales force, territory management and administration and sales and expense forecasting. Also covered are typical sales management problems and potential solutions. As part of the course, you will meet a number of practicing sales managers who share their experience and knowledge. The learning outcomes are:· Develop a plan for organizing, staffing and training a sales force.· Identify the key factors in establishing and maintaining high morale in the sales force.· Develop an effective sales compensation plan.· Evaluate the performance of a sales person.· Organize sales territories to maximize selling effectiveness.· Evaluate sales and sales management strategies in relation to current legal and ethical standards of practice.

Forensic Accounting and Fraud Examination

3.8

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeEveryday across the world, thousands of businesses are victimized by fraud.Who commits these bad acts?Why? And, how? In this course we are going to help you answer the questions: who commits fraud, why and how.We’ll also help you develop skills for catching them.

Account Management & Sales Force Design

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeThe first course in the Sales Operations/Management Specialization, Account Management & Salesforce Design aims to introduce learners to a variety of sales methods. Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling process, and the concept of a buying center.Introduction and OverviewThis module provides an overview of the key instructors for the specialization and an overview of this course as well as the other courses that make up this specialization.Strategic Planning and Sales ManagementThis module identifies the steps in strategic planning and how the sales function is involved in strategic planning.Brief Overview of Sales ManagementIn this module, we will present a brief overview of Sales Management. Specifically we describe the seven tasks or responsibilities of a sales manager. and how that has evolved over time. We will also talk about the life of a sales manager andyou will meet a real sales manager and learn how he got to the position that he has and what his day is like.Inside/Outside Sales, Buying Centers, and Overview of the Personal Selling ProcessThis module presents two kinds of sales operations: inside and outside sales. We also present an overview of personal selling and introduce the concept of a buying center.

Sales Force Management

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeThe second course in the Sales Operations/Management Specialization, Sales Force Management covers various aspects of hiring and personnel administration. Students will learn about job design and recruitment processes, tools of recruitment, the role of training in sales force development, and motivating salespeople to perform the tasks critical to an organization's success.

Sales Operations: Final Project

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeIn the final project for the Sales Operations/Management Specialization, learners will be asked to apply the knowledge they have obtained by performing a critical analysis of a real-world business. Learners are to select a business that has a sales function/operation. The learners are to identify the manager responsible for the sales function (typically called a Sales Manager) and interview this person on the sales management practices at this firm.

New World, New Map: GPS for Today’s Music Industry

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeA development of music industry and its systems was not an instantaneous, single event that can be attributed to one point in time, one idea, one person, or one institution. Its evolution, from a solely cultural phenomenon to a multifaceted commercial product, involved various social, technological, and legislative processes that defined its place in the society. Ultimately, in order to truly understand the new world of the music industry and its future direction, one must consider its progress and development stemming from those diverse processes. This course explores and addresses those often neglected, but vital, issues and perspectives as it is maps out, clarifies, and analyses today’s music industry structures, principles, and spectrum – the issues of not just the existing surface state, shape, and mechanics, but of deep root causes and origins. For, it is these original particles of the music industry’s DNA, combined with all its adaptive mutations over time, that lead to true understanding of its present and allow a meaningful glimpse at its future.

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

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeIn 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.

Compensation, Expenses and Quotas

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeThis course is the third part of the Sales Operations/Management Specialization. In it, we will discuss some of the financial aspects involved in managing a sales force. Students will learn about the options available for sales force compensation, the different types plans you can use to manage your sales expenses, and how you can use quotas to help your salespeople achieve goals.Compensation OverviewThis module focuses on sales force compensation.In this segment, we will identify the goals of a sales force compensation plan.We will compare the different viewpoints that managers and salespeople have towards compensation. We will discuss the various steps in developing a compensation plan and identify how managers determine overall levels of compensation for their sales force.We will describe the basic methods used today in compensating the sales force and discuss the pros and cons of each. Finally, we will discuss indirect monetary compensation and its role in sales force compensation.Methods of CompensationThis week we will discuss the role of expenses in sales force compensation. We will describe the goals of a sales expense plan and the various issues relating to sales force expense management such as IRS rules and regulations. Finally we will provide a discussion on the importance of providing well defined policies with regard to expense reimbursement.A well-defined sales force expense policy should be used as a tool to aid sales in their efforts to develop and grow customer relationships.Managing Sales ExpensesThis week we will focus on Expense Control.We will discuss alternative methods available to sales managers in controlling sales force expenses. We will discuss the pros and cons of each method.Next we will discuss the use of automobiles as a transportation expense used by the salesforce to travel to their customers. We will evaluate the option of providing a company car for each salesperson to use in their daily contact with customers. If the firm chooses to provide a company car, which alternative is best for the firm: lease or purchase?Finally, we will look at sales transportation costs using the salesperson’s personal vehicle and what type of reimbursement options may be used with this approach.Sales Expense ControlThis week our discussion will focus on Sales Quotas. We will define what we term a “sales Quota” and discuss the purpose of sales quotas in measuring sales performance. We will discuss various options in setting sales quotas and evaluate each in terms of its potential benefits and shortcomings. Finally we will assess different approaches to setting quotas such as territory potential, through the use of historical data or a by asking for the salesperson’s own insight into quota estimation.

Today’s Music Industry

0

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeThis course provides an engaging and methodical insight into the past and present cultural and commercial music industry developments, directions, and trends. It will equip the students with the knowledge and skills necessary to appreciate, understand and more productively participate in today’s music industry field.

Wood Science: Beyond Building

5

Class Central TipsLearn How to Sign up to Coursera courses for free1600+ Coursera Courses That Are Still Completely FreeThe central question of this course: “why study wood?” If “why study wood” is the question, one answer would be that it is the only raw material available to us that is truly renewable in human life span terms. Wood is as important to society today as it ever was, despite the development of many man-made substitute materials, changing resource availability, and the changing needs of society.Some items on the list of wood products stay the same (lumber, plywood and veneer for building construction, furniture, shipping pallets & crates and other containers & packaging materials, railroad ties, utility poles, chemical feed stocks, etc), but the list also keeps changing to meet new needs and challenges as the resource changes.In short, wood is a far more diverse, green, and renewable resource than you might have imagined. Join us to learn about the important role of wood in human history, civilization, and our future.By the end of the course, learners will be able to:- describe wood as a raw material and its critical importance to the world economy, and the lives of the people that make that economy work.- identify the projected trend for wood consumption to continue to grow in the coming years, despite the image of wood as a "low tech" material.- identify the ways in which wood's properties can lead to its efficient and sustainable use.-identify wood's positive role in boosting the world economy and ability to lead to unexpected vocations.