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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/compensation-expenses-quotas
课程评论：没有评论
课程名称：薪酬、费用与销售配额 课程概述：本课程是销售运营/管理专业化的第三部分，探讨管理销售团队时涉及的一些财务方面。学生将学习销售团队薪酬的不同选择、管理销售费用的各种计划，以及如何利用销售配额帮助销售人员实现目标。 课程大纲： 第一部分：薪酬概述 本模块聚焦于销售团队的薪酬。我们将识别销售团队薪酬计划的目标，比较管理者与销售人员对薪酬的不同看法。讨论制定薪酬计划的各个步骤，以及管理者如何确定销售团队的整体薪酬水平。描述现代薪酬的基本方法及其优缺点，最后讨论间接货币薪酬在销售团队薪酬中的作用。 第二部分：薪酬方法 本周我们将讨论费用在销售团队薪酬中的角色。描述销售费用计划的目标及与销售费用管理相关的各种问题，如IRS规章。最后，我们将讨论制定明确的费用报销政策的重要性，明确的销售费用政策应作为促进销售人员与客户关系发展的工具。 第三部分：管理销售费用 本周我们将重点关注费用控制，讨论销售费用控制的可用替代方法。 第四部分：销售费用控制 本周我们的讨论将集中在销售配额上。定义“销售配额”的概念，讨论销售配额在衡量销售绩效中的作用。探讨设置销售配额的各种选项，并评估其潜在的好处与缺点。最后，我们将评估设置配额的不同方法，如根据区域潜力、历史数据，或通过询问销售人员自身的配额估算见解。
Part: 1
Title:Compensation Overview
Description:This 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.
Part: 2
Title:Methods of Compensation
Description:This 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.
Part: 3
Title:Managing Sales Expenses
Description:This week we will focus on Expense Control. We will discuss alternative methods available to sales
Part: 4
Title:Sales Expense Control
Description:This 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.
This 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.
