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Специализация
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Прибл. 26 часа на выполнение

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

Английский

Субтитры: Английский
Специализация
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. 26 часа на выполнение

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

Английский

Субтитры: Английский

Программа курса: что вы изучите

Неделя
1
Часов на завершение
2 ч. на завершение

Module 1 - Strategy & Sales

In this module, you will review the concepts of Courses 1 & 2, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Effective Sales Overview (Course 1) and Sales Strategy (Course 2) in a particular business context - The printing and graphics industry case with the additional information of Supplement B....
Reading
4 videos (Total 11 min), 3 материалов для самостоятельного изучения, 1 тест
Video4 видео
Video 2 - Opening Session2мин
Video 3 - Assignment Overview2мин
Video 4 - Closing Module 1 - Strategy & Sales2мин
Reading3 материала для самостоятельного изучения
Final project assignment - General Instructions P110мин
Business Case - Printing and Graphics20мин
Case - Supplement B25мин
Quiz1 практическое упражнение
Check your learning on the topics54мин
Неделя
2
Часов на завершение
3 ч. на завершение

Module 2 - Effective Sales Planning Through Strategic Analysis

In this Module 2, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement B) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development....
Reading
2 videos (Total 4 min), 3 материалов для самостоятельного изучения, 1 тест
Video2 видео
Video 2 - Closing session - Module 21мин
Reading3 материала для самостоятельного изучения
Business Case - Printing and Graphics15мин
Case - Supplement B15мин
Instructions for peer-reviewed assignment - Gap Analysis3мин
Неделя
3
Часов на завершение
2 ч. на завершение

Module 3 - Sales Models, frameworks, and Marketing Alignment

In this module, you will review the concepts of Courses 3 & 4, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Models and Frameworks (Course 3) and Sales & Marketing Alignment (Course 4) in a particular business context - The printing and graphics industry case with the additional information of Supplement C....
Reading
2 videos (Total 5 min), 2 материалов для самостоятельного изучения, 1 тест
Video2 видео
Video 2 - Closing Session - Module 32мин
Reading2 материала для самостоятельного изучения
Final Project - General instructions Part 210мин
Case - Supplement C30мин
Quiz1 практическое упражнение
Check your learning doing this quiz15мин
Неделя
4
Часов на завершение
3 ч. на завершение

Module 4 - Strategic Sales into Corporate Strategy

In this Module 4, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement C) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development. By the end of this Module, you will have proposed sales guidelines that cover most of the topics that relate to sales, marketing, and strategy. These guidelines comprise most of the guidance you will need to support the sales planning process, which eventually will generate the sales plan in a later moment. The final project of this specialization is not a sales plan; however, you'll have developed strategic sales guidelines that are crucial to support the sales plan development. At this point, it's important to mention again, most plans fail during the implementation and it happens because the processes follow the guidelines. If these guidelines are not good, the plan will not be good and the implementation will fail. Therefore, this final project is aimed at the development of the sales guidelines....
Reading
3 videos (Total 8 min), 3 материалов для самостоятельного изучения, 1 тест
Video3 видео
Video 2 - Strategic Sales Management Specialization - Closing Video5мин
Video 1 - Closing Videoмин
Reading3 материала для самостоятельного изучения
Business case - Printing and graphics10мин
Case - Supplement C25мин
Instructions for Course 5 | Module 2 Peer-reviewed assignment - Gap Analysis30мин

Преподавателя

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Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Nelson Yoshida

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

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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