À propos de ce cours
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Niveau intermédiaire

Approx. 20 heures pour terminer

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Sous-titres : Anglais
User
Les étudiants prenant part à ce Course sont
  • Sales Associates
  • Entrepreneurs
  • Marketing Specialists
  • Account Managers
  • Marketers
User
Les étudiants prenant part à ce Course sont
  • Sales Associates
  • Entrepreneurs
  • Marketing Specialists
  • Account Managers
  • Marketers

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. 20 heures pour terminer

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

Anglais

Sous-titres : Anglais

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
5 heures pour terminer

Module 1 - Sales Management

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, 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
4 heures pour terminer

Module 2 - Selling Models and Frameworks

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 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
4 heures pour terminer

module 3 - Soft Skills

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: Communications8 min
Practice quiz: Physiological & Psychological Aspects6 min
Practice quiz: Customer Engagement6 min
Practice quiz: Negotitation4 min
Graded quiz: Soft Skills35 min
Semaine
4
3 heures pour terminer

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

2 vidéos (Total 16 min), 1 quiz
2 vidéos
Video 2 - Course 3: Assignment developing process7 min
4.6
4 avisChevron Right

Principaux examens pour Models & Frameworks to Support Sales Planning

par ABMay 17th 2018

Dear All, course ontent was very relevant, but the peer assignment very confusing. Thanks for the attention.

Enseignants

Avatar

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
Avatar

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 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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