À propos de ce cours
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Niveau intermédiaire

Approx. 22 heures pour terminer

Recommandé : 4 weeks, 3-5 hours per week. ...

Anglais

Sous-titres : Anglais, Vietnamien

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.

Niveau intermédiaire

Approx. 22 heures pour terminer

Recommandé : 4 weeks, 3-5 hours per week. ...

Anglais

Sous-titres : Anglais, Vietnamien

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
4 heures pour terminer

Module 1 - Effective Sales Planning

17 vidéos (Total 74 min), 7 lectures, 6 quiz
17 vidéos
Video 2 - Presenting Logan Padawan - The new sales manager49s
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1 min
Video 4 - The integration of strategy, marketing, and sales4 min
Video 5 - Integrating Strategies: Company, Sales & Marketing8 min
Video 6 - The Strategizer: our hub for sales strategy - Episode 113 min
Video 1 - Xavier and Logan in: Selling is art or science1 min
Video 2 - More science than art: Sales in focus6 min
Video 1 - Xavier and Logan in: Stop fighting with marketing49s
Video 2 - Marketing and Sales walk together3 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 210 min
Video 1 - Xavier and Logan in: The sales strategy cycle36s
Video 2 - The sales cycles - Part 15 min
Video 3 - The sales cycles - Part 26 min
Video 1 - Xavier and Logan in: Effective sales planning1 min
Video 2 - Wrap Up - What Have We Learned?4 min
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54s
7 lectures
Strategic Sales Management - Specialization Overview10 min
Integrating strategies: Company, Sales, and Marketing10 min
The History of Professional Selling10 min
A Brief History of Selling (Infographic)10 min
The History of Selling (Infographic)10 min
Ending the war between sales and marketing10 min
Reading - Sales Strategy Cycle10 min
6 exercices pour s'entraîner
Practice quiz: Overview on stategy, marketing and sales8 min
Practice quiz: Integrating Strategies: Company, Sales & Marketing8 min
Practice quiz: Overview on stategy, marketing and sales8 min
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10 min
Sales strategy cycle.12 min
Final assignment for Effective Sales Plannning30 min
Semaine
2
5 heures pour terminer

Module 2 - Strategic Sales Planning

24 vidéos (Total 116 min), 8 lectures, 7 quiz
24 vidéos
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1 min
Video 3 - Sales planning in alignment to corporate strategy6 min
Video 4 - The Strategizer: our hub for sales strategy - Episode 313 min
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1 min
Video 2 - The convergence of company's and customers' interests5 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 47 min
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1 min
Video 2 - Streamlining sales and industrial/services operations7 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 55 min
Video 1 - Xavier and Logan in: Sales planning based on financials1 min
Video 2 - Sales planning and financials - Part 15 min
Video 3 - Sales planning and financials - Part 27 min
Video 4 - The Strategizer: our hub for sales strategy - Episode 611 min
Video 1 - Xavier and Logan in: Defining goals and targets1 min
Video 2 - Fine-tuning goals and targets in sales planning3 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 76 min
Video 1 - Xavier and Logan in: Sales performance management1 min
Video 2 - Incentives, compensation, and performance management5 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 85 min
Video 1 - Xavier and Logan in: Sales leadership53s
Video 2 - Leading salesforce development5 min
Video 3 - The Strategizer: our hub for sales strategy - Episode 95 min
Video 4 - Strategic sales management - Wrap up session4 min
8 lectures
Sales Planning: Integration with Corporate Strategy10 min
Balancing Customer Service and Satisfaction10 min
Streamlining Sales with Industrial Operations and Services Development10 min
Sales planning and financial aspects10 min
Sales planning and financial aspects (II)10 min
Reading - Setting goals10 min
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20 min
Ethical leadership in the salesforce10 min
7 exercices pour s'entraîner
Practice quiz: Aligning sales planning to corporate strategy10 min
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4 min
Practice quiz: Streamlining sales and operations8 min
Strategic Sales Planning12 min
Practice quiz: Establishing goals and targets6 min
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4 min
Strategic Sales Planning - Evaluation30 min
Semaine
3
2 heures pour terminer

Module 3 - Customer-oriented Selling

9 vidéos (Total 28 min), 7 lectures, 4 quiz
9 vidéos
Video 2 - Customer centric selling model explained3 min
Video 3 - Why Customer Centric Selling3 min
Video 1 - How the relationship between companies has changed and why it matters3 min
Video 2 - A new model for a new environment5 min
Video 1 - Xavier and Logan in: Long-term customers relationship1 min
Video 2 - Long-term customers relationship4 min
Video 1 - Why selling once won’t cut it anymore3 min
Video 2 - Customer-centric selling - Wrap-up session2 min
7 lectures
Customer-centric selling10 min
Why Customer Centric Selling10 min
Change in relationship between companies - Why it matters10 min
A new model for a new environment10 min
Customer relationship: Implications of Customer centered sales10 min
Selling once won't cut it anymore10 min
Customer-centric selling wrap-up10 min
4 exercices pour s'entraîner
Practice quiz: Customer-centric selling6 min
Practice quiz: Change in relationship between companies - Why it matters6 min
Practice quiz: Customer relationship: Implications of Customer centered sales6 min
Graded quiz: Customer oriented selling30 min
Semaine
4
5 heures pour terminer

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

2 vidéos (Total 12 min), 1 lecture, 1 quiz
2 vidéos
Video 2 - Assignment developing process4 min
1 lecture
Reading: Printing & Graphics industry case40 min
4.6
28 avisChevron Right

11%

ont bénéficié d'un avantage concret dans leur carrières grâce à ce cours

11%

a obtenu une augmentation de salaire ou une promotion

Meilleurs avis pour Effective Sales – An Overview

par ECMay 17th 2018

I really enjoy that course, it provides not only information, bur also a lot of clues where to dig deeper to become a Sales Professional.

par AJJan 2nd 2019

This is the course which teaches the student from the scratch and covers all the basic topics. Best course for a sales person.

Enseignants

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
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Cesar Rodrigues

Specialist Professor
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Edson Ito

Specialist Professor

À propos de 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....

À propos du Spécialisation 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

Foire Aux Questions

  • Une fois que vous êtes inscrit(e) pour un Certificat, vous pouvez accéder à toutes les vidéos de cours, et à tous les quiz et exercices de programmation (le cas échéant). Vous pouvez soumettre des devoirs à examiner par vos pairs et en examiner vous-même uniquement après le début de votre session. Si vous préférez explorer le cours sans l'acheter, vous ne serez peut-être pas en mesure d'accéder à certains devoirs.

  • Lorsque vous vous inscrivez au cours, vous bénéficiez d'un accès à tous les cours de la Spécialisation, et vous obtenez un Certificat lorsque vous avez réussi. Votre Certificat électronique est alors ajouté à votre page Accomplissements. À partir de cette page, vous pouvez imprimer votre Certificat ou l'ajouter à votre profil LinkedIn. Si vous souhaitez seulement lire et visualiser le contenu du cours, vous pouvez accéder gratuitement au cours en tant qu'auditeur libre.

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