À propos de ce cours
4.5
58 notes
18 avis
Spécialisation
100 % en ligne

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 22 heures pour terminer

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

Anglais

Sous-titres : Anglais, Vietnamien
Spécialisation
100 % en ligne

100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 22 heures pour terminer

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

Anglais

Sous-titres : Anglais, Vietnamien

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
Heures pour terminer
4 heures pour terminer

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 vidéos (Total 74 min), 7 lectures, 6 quiz
Video17 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
Reading7 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
Quiz6 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
Heures pour terminer
5 heures pour terminer

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 vidéos (Total 116 min), 8 lectures, 7 quiz
Video24 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
Reading8 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
Quiz7 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
Heures pour terminer
2 heures pour terminer

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 vidéos (Total 28 min), 7 lectures, 4 quiz
Video9 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
Reading7 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
Quiz4 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
Heures pour terminer
5 heures pour terminer

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 vidéos (Total 12 min), 1 lecture, 1 quiz
Video2 vidéos
Video 2 - Assignment developing process4 min
Reading1 lecture
Reading: Printing & Graphics industry case40 min
4.5
18 avisChevron Right
Avantage de carrière

14%

a bénéficié d'un avantage concret dans sa carrière grâce à ce cours
Promotion de carrière

14%

a obtenu une augmentation de salaire ou une promotion

Meilleurs avis

par AAAug 28th 2018

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

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
Avatar

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 de la 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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