À propos de ce cours

15,979 consultations récentes
Certificat partageable
Obtenez un Certificat lorsque vous terminez
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
Anglais
Certificat partageable
Obtenez un Certificat lorsque vous terminez
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
Anglais

Offert par

Placeholder

Fundação Instituto de Administração

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1

Semaine 1

7 heures pour terminer

Module 1 - Sales Management

7 heures pour terminer
10 vidéos (Total 67 min), 14 lectures, 7 quiz
10 vidéos
Video 1 - Planning your sales: Operational variables4 min
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17 min
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24 min
Video 1 - The Leadership Role in Sales6 min
Video 1 - The Strategizer: Episode 108 min
Video 1 - Resource Allocation7 min
Video 1 - Performance Management7 min
Video 1 - Post-sales Framework7 min
Video 2 - Closing Module 1: Sales Management3 min
14 lectures
Planning your sales: Operational variables10 min
How to Succeed at Key Account Management10 min
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10 min
The Flaw in Customer Lifetime Value10 min
Key Account Management10 min
The 7 Attributes of the Most Effective Sales Leaders10 min
Looking beyond technology to drive sales operations10 min
Getting more from your training programs10 min
BCG Classics Revisited: The Growth Share Matrix10 min
Selling Power Magazine - 500 Largest Sales Forces in 2016.10 min
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10 min
Infographic: Customer acquisition vs. retention costs10 min
Relationship Selling May Feel Good But It Doesn’t Really Work10 min
Selling is not about relationships10 min
7 exercices pour s'entraîner
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts30 min
Practice quiz: Key Account Management30 min
Practice quiz: Leadership in sales30 min
Practice quiz: Sales training30 min
Practice quiz: Resource allocation in sales30 min
Practice quiz: Performance management30 min
Graded quiz: Sales Management45 min
Semaine
2

Semaine 2

6 heures pour terminer

Module 2 - Selling Models and Frameworks

6 heures pour terminer
11 vidéos (Total 60 min), 12 lectures, 6 quiz
11 vidéos
Video 1 - Customer Centric Model4 min
Video 1 - PSS Model (Professional Selling Skills)6 min
Video 2: PSS – Presentation & Objections handling5 min
Video 3 - PSS - Closing3 min
Video 1 - Relationship Selling Model4 min
Video 1 - SPIN Selling P13 min
Video 2 - SPIN Selling P25 min
Video 1 -The three stages of a Sales call10 min
Video 1 - Conceptual Selling - Miller-Heiman Model6 min
Video 2 - Closing Module 2: Selling Models and Frameworks4 min
12 lectures
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10 min
Customer-Centric Model10 min
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10 min
Who Duplicates Success Better Than Xerox?10 min
5 Amazing Ways to Build Rapport During B2B Sales Calls10 min
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10 min
Spin Selling - A Summary. Selling & Persuasion Techniques.10 min
If you are not SPIN selling is time to start.10 min
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10 min
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10 min
7 Popular Sales Methodologies Summarized10 min
Reviewing Basics of Conceptual Selling10 min
6 exercices pour s'entraîner
Practice quiz: Consultative Selling Model30 min
Practice quiz: Professional Selling Model - PSS30 min
Practice quiz: Relationship Selling Model30 min
Practice quiz: SPIN Selling30 min
Practice quiz: The 3 Stages of a Sales Call30 min
Assignment quiz: Selling Models and Frameworks30 min
Semaine
3

Semaine 3

5 heures pour terminer

module 3 - Soft Skills

5 heures pour terminer
10 vidéos (Total 59 min), 10 lectures, 5 quiz
10 vidéos
Video 2 - Influence and Sales4 min
Video 3 - Body Language5 min
Video 4 - NLP Topics5 min
Video 1 - Physiological variables and how thay affect Sales7 min
Video 2 - Psychological variables and how they affect Sales6 min
Video 1 - Customer Engagement4 min
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6 min
Video 1 - Sales Closing7 min
Video 2 - Closing Module 3: Soft Skills5 min
10 lectures
Cognitive Bias and communication10 min
Influence and Sales10 min
Body Language10 min
NLP Topics10 min
Physiological variables and how they affect Sales10 min
Psychological variables and how they affect Sales10 min
B2Bs' Customer Base at Risk10 min
Top five sales negotiations mistakes10 min
Close the Sale: Techniques10 min
Why sales reps talk too much10 min
5 exercices pour s'entraîner
Practice quiz: Communications30 min
Practice quiz: Physiological & Psychological Aspects30 min
Practice quiz: Customer Engagement30 min
Practice quiz: Negotitation30 min
Graded quiz: Soft Skills35 min
Semaine
4

Semaine 4

3 heures pour terminer

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

3 heures pour terminer
2 vidéos (Total 16 min)
2 vidéos
Video 2 - Course 3: Assignment developing process7 min

Avis

Meilleurs avis pour MODELS & FRAMEWORKS TO SUPPORT SALES PLANNING

Voir tous les avis

À propos du Spécialisation Strategic Sales Management

Strategic Sales Management

Foire Aux Questions

D'autres questions ? Visitez le Centre d'Aide pour les Etudiants.