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Специализация

Курс 3 из 5 в программе

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Часов на завершение

Прибл. 19 часа на выполнение

Предполагаемая нагрузка: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Доступные языки

Английский

Субтитры: Английский
Специализация

Курс 3 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. 19 часа на выполнение

Предполагаемая нагрузка: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Доступные языки

Английский

Субтитры: Английский

Программа курса: что вы изучите

Неделя
1
Часов на завершение
5 ч. на завершение

Module 1 - Sales Management

Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan. ...
Reading
10 видео ((всего 67 мин.)), 14 материалов для самостоятельного изучения, 7 тестов
Video10 видео
Video 1 - Planning your sales: Operational variables4мин
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17мин
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24мин
Video 1 - The Leadership Role in Sales6мин
Video 1 - The Strategizer: Episode 108мин
Video 1 - Resource Allocation7мин
Video 1 - Performance Management7мин
Video 1 - Post-sales Framework7мин
Video 2 - Closing Module 1: Sales Management3мин
Reading14 материала для самостоятельного изучения
Planning your sales: Operational variables10мин
How to Succeed at Key Account Management10мин
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10мин
The Flaw in Customer Lifetime Value10мин
Key Account Management10мин
The 7 Attributes of the Most Effective Sales Leaders10мин
Looking beyond technology to drive sales operations10мин
Getting more from your training programs10мин
BCG Classics Revisited: The Growth Share Matrix10мин
Selling Power Magazine - 500 Largest Sales Forces in 2016.10мин
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10мин
Infographic: Customer acquisition vs. retention costs10мин
Relationship Selling May Feel Good But It Doesn’t Really Work10мин
Selling is not about relationships10мин
Quiz7 практического упражнения
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4мин
Practice quiz: Key Account Management14мин
Practice quiz: Leadership in sales6мин
Practice quiz: Sales training4мин
Practice quiz: Resource allocation in sales10мин
Practice quiz: Performance management8мин
Graded quiz: Sales Management45мин
Неделя
2
Часов на завершение
4 ч. на завершение

Module 2 - Selling Models and Frameworks

Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations. ...
Reading
11 видео ((всего 60 мин.)), 12 материалов для самостоятельного изучения, 6 тестов
Video11 видео
Video 1 - Customer Centric Model4мин
Video 1 - PSS Model (Professional Selling Skills)6мин
Video 2: PSS – Presentation & Objections handling5мин
Video 3 - PSS - Closing3мин
Video 1 - Relationship Selling Model4мин
Video 1 - SPIN Selling P13мин
Video 2 - SPIN Selling P25мин
Video 1 -The three stages of a Sales call10мин
Video 1 - Conceptual Selling - Miller-Heiman Model6мин
Video 2 - Closing Module 2: Selling Models and Frameworks4мин
Reading12 материала для самостоятельного изучения
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10мин
Customer-Centric Model10мин
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10мин
Who Duplicates Success Better Than Xerox?10мин
5 Amazing Ways to Build Rapport During B2B Sales Calls10мин
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10мин
Spin Selling - A Summary. Selling & Persuasion Techniques.10мин
If you are not SPIN selling is time to start.10мин
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10мин
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10мин
7 Popular Sales Methodologies Summarized10мин
Reviewing Basics of Conceptual Selling10мин
Quiz6 практического упражнения
Practice quiz: Consultative Selling Model8мин
Practice quiz: Professional Selling Model - PSS14мин
Practice quiz: Relationship Selling Model4мин
Practice quiz: SPIN Selling8мин
Practice quiz: The 3 Stages of a Sales Call4мин
Assignment quiz: Selling Models and Frameworks30мин
Неделя
3
Часов на завершение
4 ч. на завершение

module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise. ...
Reading
10 видео ((всего 59 мин.)), 10 материалов для самостоятельного изучения, 5 тестов
Video10 видео
Video 2 - Influence and Sales4мин
Video 3 - Body Language5мин
Video 4 - NLP Topics5мин
Video 1 - Physiological variables and how thay affect Sales7мин
Video 2 - Psychological variables and how they affect Sales6мин
Video 1 - Customer Engagement4мин
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6мин
Video 1 - Sales Closing7мин
Video 2 - Closing Module 3: Soft Skills5мин
Reading10 материала для самостоятельного изучения
Cognitive Bias and communication10мин
Influence and Sales10мин
Body Language10мин
NLP Topics10мин
Physiological variables and how they affect Sales10мин
Psychological variables and how they affect Sales10мин
B2Bs' Customer Base at Risk10мин
Top five sales negotiations mistakes10мин
Close the Sale: Techniques10мин
Why sales reps talk too much10мин
Quiz5 практического упражнения
Practice quiz: Communications8мин
Practice quiz: Physiological & Psychological Aspects6мин
Practice quiz: Customer Engagement6мин
Practice quiz: Negotitation4мин
Graded quiz: Soft Skills35мин
Неделя
4
Часов на завершение
3 ч. на завершение

Module 4 - Strategic Sales Management In Action – the journey goes on

Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment....
Reading
2 видео ((всего 16 мин.)), 1 тест
Video2 видео
Video 2 - Course 3: Assignment developing process7мин

Преподавателя

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Nelson Yoshida

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

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Edson Ito

Specialist Professor
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Cesar Rodrigues

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

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