Об этом курсе
4.5
Оценки: 54
Рецензии: 17
Специализация

Курс 1 из 5 в программе

100% онлайн

100% онлайн

Начните сейчас и учитесь по собственному графику.
Гибкие сроки

Гибкие сроки

Назначьте сроки сдачи в соответствии со своим графиком.
Промежуточный уровень

Промежуточный уровень

Часов на завершение

Прибл. 21 часа на выполнение

Предполагаемая нагрузка: 4 weeks, 3-5 hours per week. ...
Доступные языки

Английский

Субтитры: Английский, Вьетнамский
Специализация

Курс 1 из 5 в программе

100% онлайн

100% онлайн

Начните сейчас и учитесь по собственному графику.
Гибкие сроки

Гибкие сроки

Назначьте сроки сдачи в соответствии со своим графиком.
Промежуточный уровень

Промежуточный уровень

Часов на завершение

Прибл. 21 часа на выполнение

Предполагаемая нагрузка: 4 weeks, 3-5 hours per week. ...
Доступные языки

Английский

Субтитры: Английский, Вьетнамский

Программа курса: что вы изучите

Неделя
1
Часов на завершение
4 ч. на завершение

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function....
Reading
17 видео ((всего 74 мин.)), 7 материалов для самостоятельного изучения, 6 тестов
Video17 видео
Video 2 - Presenting Logan Padawan - The new sales manager49s
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1мин
Video 4 - The integration of strategy, marketing, and sales4мин
Video 5 - Integrating Strategies: Company, Sales & Marketing8мин
Video 6 - The Strategizer: our hub for sales strategy - Episode 113мин
Video 1 - Xavier and Logan in: Selling is art or science1мин
Video 2 - More science than art: Sales in focus6мин
Video 1 - Xavier and Logan in: Stop fighting with marketing49s
Video 2 - Marketing and Sales walk together3мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 210мин
Video 1 - Xavier and Logan in: The sales strategy cycle36s
Video 2 - The sales cycles - Part 15мин
Video 3 - The sales cycles - Part 26мин
Video 1 - Xavier and Logan in: Effective sales planning1мин
Video 2 - Wrap Up - What Have We Learned?4мин
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54s
Reading7 материала для самостоятельного изучения
Strategic Sales Management - Specialization Overview10мин
Integrating strategies: Company, Sales, and Marketing10мин
The History of Professional Selling10мин
A Brief History of Selling (Infographic)10мин
The History of Selling (Infographic)10мин
Ending the war between sales and marketing10мин
Reading - Sales Strategy Cycle10мин
Quiz6 практического упражнения
Practice quiz: Overview on stategy, marketing and sales8мин
Practice quiz: Integrating Strategies: Company, Sales & Marketing8мин
Practice quiz: Overview on stategy, marketing and sales8мин
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10мин
Sales strategy cycle.12мин
Final assignment for Effective Sales Plannning30мин
Неделя
2
Часов на завершение
5 ч. на завершение

Module 2 - Strategic Sales Planning

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment to the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan, and then the plan implementation and control. ...
Reading
24 видео ((всего 116 мин.)), 8 материалов для самостоятельного изучения, 7 тестов
Video24 видео
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1мин
Video 3 - Sales planning in alignment to corporate strategy6мин
Video 4 - The Strategizer: our hub for sales strategy - Episode 313мин
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1мин
Video 2 - The convergence of company's and customers' interests5мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 47мин
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1мин
Video 2 - Streamlining sales and industrial/services operations7мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 55мин
Video 1 - Xavier and Logan in: Sales planning based on financials1мин
Video 2 - Sales planning and financials - Part 15мин
Video 3 - Sales planning and financials - Part 27мин
Video 4 - The Strategizer: our hub for sales strategy - Episode 611мин
Video 1 - Xavier and Logan in: Defining goals and targets1мин
Video 2 - Fine-tuning goals and targets in sales planning3мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 76мин
Video 1 - Xavier and Logan in: Sales performance management1мин
Video 2 - Incentives, compensation, and performance management5мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 85мин
Video 1 - Xavier and Logan in: Sales leadership53s
Video 2 - Leading salesforce development5мин
Video 3 - The Strategizer: our hub for sales strategy - Episode 95мин
Video 4 - Strategic sales management - Wrap up session4мин
Reading8 материала для самостоятельного изучения
Sales Planning: Integration with Corporate Strategy10мин
Balancing Customer Service and Satisfaction10мин
Streamlining Sales with Industrial Operations and Services Development10мин
Sales planning and financial aspects10мин
Sales planning and financial aspects (II)10мин
Reading - Setting goals10мин
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20мин
Ethical leadership in the salesforce10мин
Quiz7 практического упражнения
Practice quiz: Aligning sales planning to corporate strategy10мин
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4мин
Practice quiz: Streamlining sales and operations8мин
Strategic Sales Planning12мин
Practice quiz: Establishing goals and targets6мин
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4мин
Strategic Sales Planning - Evaluation30мин
Неделя
3
Часов на завершение
2 ч. на завершение

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process....
Reading
9 видео ((всего 28 мин.)), 7 материалов для самостоятельного изучения, 4 тестов
Video9 видео
Video 2 - Customer centric selling model explained3мин
Video 3 - Why Customer Centric Selling3мин
Video 1 - How the relationship between companies has changed and why it matters3мин
Video 2 - A new model for a new environment5мин
Video 1 - Xavier and Logan in: Long-term customers relationship1мин
Video 2 - Long-term customers relationship4мин
Video 1 - Why selling once won’t cut it anymore3мин
Video 2 - Customer-centric selling - Wrap-up session2мин
Reading7 материала для самостоятельного изучения
Customer-centric selling10мин
Why Customer Centric Selling10мин
Change in relationship between companies - Why it matters10мин
A new model for a new environment10мин
Customer relationship: Implications of Customer centered sales10мин
Selling once won't cut it anymore10мин
Customer-centric selling wrap-up10мин
Quiz4 практического упражнения
Practice quiz: Customer-centric selling6мин
Practice quiz: Change in relationship between companies - Why it matters6мин
Practice quiz: Customer relationship: Implications of Customer centered sales6мин
Graded quiz: Customer oriented selling30мин
Неделя
4
Часов на завершение
5 ч. на завершение

Module 4 - Strategic Sales Management In Action: Our Journey Begins

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company....
Reading
2 видео ((всего 12 мин.)), 1 материал для самостоятельного изучения, 1 тест
Video2 видео
Video 2 - Assignment developing process4мин
Reading1 материал для самостоятельного изучения
Reading: Printing & Graphics industry case40мин
4.5
Рецензии: 17Chevron Right
Карьерные преимущества

33%

получил значимые преимущества в карьере благодаря этому курсу
Продвижение по карьерной лестнице

33%

стал больше зарабатывать или получил повышение

Лучшие рецензии

автор: AAAug 28th 2018

Personally speaking, this course is very useful for people that want to learn basic conceptos about sales. I really recommend it!

автор: ZPDec 5th 2017

Very useful for me to build a structured knowledge about sales management.

Преподавателя

Avatar

Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Avatar

Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Avatar

Cesar Rodrigues

Specialist Professor
Avatar

Edson Ito

Specialist Professor

О Fundação Instituto de Administração

A FIA está entre as 3 melhores escolas de negócios do país e no grupo das 55 melhores do mundo, no ranking do Financial Times. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. Atuando nas áreas da Consultoria, Educação Executiva e Pesquisa, em 2016, a FIA foi reconhecida/premiada como a melhor instituição com soluções voltadas a Educação Executiva, pela conceituada revista The New Economy....

О специализации ''Strategic Sales Management'

This Specialization is intended for sales professionals who seek to improve their sales planning and management competencies and skills. Through five courses, you will cover Effective Sales overview, Sales Strategy, Models and Frameworks to Support Sales Planning, Sales & Marketing Alignment, and you will develop a Final Project. By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. And you will be able to apply the concepts integrating the sales planning process to the strategy of the company, by bridging the gap between strategy and sales. The potential for value creation through the sales functions will be increased at the end of the Specialization....
Strategic Sales Management

Часто задаваемые вопросы

  • Зарегистрировавшись на сертификацию, вы получите доступ ко всем видео, тестам и заданиям по программированию (если они предусмотрены). Задания по взаимной оценке сокурсниками можно сдавать и проверять только после начала сессии. Если вы проходите курс без оплаты, некоторые задания могут быть недоступны.

  • Записавшись на курс, вы получите доступ ко всем курсам в специализации, а также возможность получить сертификат о его прохождении. После успешного прохождения курса на странице ваших достижений появится электронный сертификат. Оттуда его можно распечатать или прикрепить к профилю LinkedIn. Просто ознакомиться с содержанием курса можно бесплатно.

Остались вопросы? Посетите Центр поддержки учащихся.