À propos de ce cours
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11 notes
1 avis
Spécialisation
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Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 17 heures pour terminer

Recommandé : 4 weeks, 3 to 5 hours per 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. 17 heures pour terminer

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

Anglais

Sous-titres : Anglais

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
Heures pour terminer
4 heures pour terminer

MODULE 1 - Marketing Principles for Strategic Planning

This module is aimed to deepen the discussion regarding marketing and strategy concepts. And these concepts play a critical role in the sales planning and management functions. A company's managers can perform this role smoothly; another company's managers may have limitations in this process. In the latter case, marketing and sales functions will be misaligned, which reduces the company's value creation potential through the sales. Therefore, this module initiates Course 4 with focus on the marketing foundations that relate to sales. The module's primary learning outcomes are - Improved understanding of the foundations of marketing and how they interact with sales; identify the interactions between marketing related variables and the sales functions; and improved knowledge and skills to support marketing planning through the sales team contributions in product development, pricing, place, and promotions. ...
Reading
11 vidéos (Total 63 min), 12 lectures, 6 quiz
Video11 vidéos
Video 1 - How to Market a Mousetrap7 min
Video 2 - Marketing Overview - A Brief History of Marketing6 min
Video 1 - Pricing Impact on Sales - Pt 14 min
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5 min
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7 min
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5 min
Video 1 - Place & Point of Sales5 min
Video 1 - Promotion & Advertising Allowances to Sales Force7 min
Video 1 - The Missing "P": The Role of Sales in Product Development7 min
Video 1 - Module 1 Wrap-up session2 min
Reading12 lectures
Introducing the History of Marketing Theory and Practice10 min
Should Salespeople be given pricing authority?10 min
How to effectively avoid and handle objections based on value?10 min
Price Elasticity 101: The Necessities and Your Pricing Strategy10 min
The power of pricing10 min
The Profit Leakage: The Price Waterfall10 min
Book: Principles of Marketing10 min
Book: Principles of Marketing. Chapter 13.110 min
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10 min
The Costly Bargain of Trade Promotion10 min
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10 min
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10 min
Quiz6 exercices pour s'entraîner
Test your learning by doing this quiz12 min
Test your learning by doing this quiz16 min
Test your learning by doing this quiz8 min
Test your learning by doing this quiz8 min
Test your learning by doing this quiz10 min
Test your learning on this module topics, by doing this graded quiz30 min
Semaine
2
Heures pour terminer
2 heures pour terminer

Module 2 - Sales & Marketing Harmonization

Welcome to Sales & Marketing Harmonization module. The learning outcomes of this module are - Deeper awareness and understanding of the typical conflicts between marketing and sales; depicting the roots of the conflicts to support more accurate analyses to address them, and integrating the recommendations and prescriptions applicable to mitigate the conflicts' effects or to prevent them from occurring. In this module, you'll go further on the conceptual basis to improve the potential of value creation through the sales functions, by strengthening the cohesion of marketing and sales functions....
Reading
5 vidéos (Total 36 min), 4 lectures, 3 quiz
Video5 vidéos
Video 2 - What Sales thinks about marketers4 min
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9 min
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13 min
Video 1 - Sales & Marketing Harmonization Wrap-Up2 min
Reading4 lectures
Sales and Marketing Integration: A Proposed Framework10 min
New Commercial Models: What's Working and what's not.10 min
Sales and Marketing Integration: A Proposed Framework10 min
Sales and Marketing Integration: A Proposed Framework10 min
Quiz3 exercices pour s'entraîner
Test your learning through this quiz12 min
Test your learning by doing this quiz16 min
Test your learning on this module topics, by doing this graded quiz30 min
Semaine
3
Heures pour terminer
4 heures pour terminer

Module 3 - A Checklist On Sales & Marketing Integration

Welcome to A Checklist on Sales & Marketing Alignment Module. This module's learning outcomes are - Deepen the knowledge of sales & marketing alignment and business success, identifying the level of alignment and what are the gaps to be filled, and analyzing what to do to and implementing the actions to align sales and marketing. By the end of the module, you'll be able to do a critical analysis of the major issues between sales and marketing, identify the roots of the problems, and design alternative approaches to implement to mitigate the consequences and strengthen sales and marketing alignment....
Reading
9 vidéos (Total 58 min), 7 lectures, 4 quiz
Video9 vidéos
Video 1 - Types of Misalignment4 min
Video 2 - Strategic Misalignment: Portfolio & Positioning7 min
Video 3 - Misalignment: Value & S&T6 min
Video 1 - Where does the misalignment reside?7 min
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5 min
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7 min
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8 min
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3 min
Reading7 lectures
A Simple Way to Test Your Company’s Strategic Alignment10 min
The Ultimate Marketing Machine10 min
Ending the war between sales and marketing10 min
A Few Words About Jack Trout & Positioning8 min
Ending the war between sales and marketing10 min
Ending the war between sales and marketing10 min
Sales and Marketing Integration10 min
Quiz4 exercices pour s'entraîner
Test your learning through this practice quiz18 min
Practice quiz to test your learning26 min
Practice quiz - Lesson 312 min
Test your learning on this module topics, by doing this graded quiz30 min
Semaine
4
Heures pour terminer
4 heures pour terminer

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

Welcome to Applying Sales & Marketing Alignment Module. In this module, you'll develop a final assignment on the topics regarding sales & marketing alignment. And you'll do it on a real-life business case. The instructions for the final assignment bring the business case; the questions prompts to develop the analyses and the peer-review rubrics that you'll apply to evaluate another Learner's assignment. The primary learning outcome of this module is the design of actions and recommendations that support the alignment of sales & marketing....
Reading
4 vidéos (Total 21 min), 4 lectures, 1 quiz
Video4 vidéos
Rodrigo Antunes, Chief Marketing Officer speaks6 min
Case: The Sales Point of View: Walter Miron5 min
Instructions for the assignment and peer-review3 min
Reading4 lectures
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45 min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10 min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10 min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10 min
4.5
1 avisChevron Right

Meilleurs avis

par EHJul 31st 2018

Excellent material. Well presented. Comprehensive.

Enseignants

Avatar

Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Avatar

Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Avatar

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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