À propos de ce cours
4.5
11 notes
2 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. 19 heures pour terminer

Recommandé : 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Langues disponibles

Anglais

Sous-titres : Anglais
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. 19 heures pour terminer

Recommandé : 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Langues disponibles

Anglais

Sous-titres : Anglais

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
Heures pour terminer
5 heures pour terminer

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 videos (Total 67 min), 14 lectures, 7 quiz
Video10 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
Reading14 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
Quiz7 exercices pour s'entraîner
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4 min
Practice quiz: Key Account Management14 min
Practice quiz: Leadership in sales6 min
Practice quiz: Sales training4 min
Practice quiz: Resource allocation in sales10 min
Practice quiz: Performance management8 min
Graded quiz: Sales Management45 min
Semaine
2
Heures pour terminer
4 heures pour terminer

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 videos (Total 60 min), 12 lectures, 6 quiz
Video11 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
Reading12 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
Quiz6 exercices pour s'entraîner
Practice quiz: Consultative Selling Model8 min
Practice quiz: Professional Selling Model - PSS14 min
Practice quiz: Relationship Selling Model4 min
Practice quiz: SPIN Selling8 min
Practice quiz: The 3 Stages of a Sales Call4 min
Assignment quiz: Selling Models and Frameworks30 min
Semaine
3
Heures pour terminer
4 heures pour terminer

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 videos (Total 59 min), 10 lectures, 5 quiz
Video10 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
Reading10 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
Quiz5 exercices pour s'entraîner
Practice quiz: Communications8 min
Practice quiz: Physiological & Psychological Aspects6 min
Practice quiz: Customer Engagement6 min
Practice quiz: Negotitation4 min
Graded quiz: Soft Skills35 min
Semaine
4
Heures pour terminer
3 heures pour terminer

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 videos (Total 16 min), 1 quiz
Video2 vidéos
Video 2 - Course 3: Assignment developing process7 min

Enseignants

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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

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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