À propos de ce cours
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Commencez dès maintenant et apprenez aux horaires qui vous conviennent.

Dates limites flexibles

Réinitialisez les dates limites selon votre disponibilité.

Niveau intermédiaire

Approx. 17 heures pour terminer

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

Anglais

Sous-titres : Anglais

Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1
4 heures pour terminer

MODULE 1 - Marketing Principles for Strategic Planning

11 vidéos (Total 63 min), 12 lectures, 6 quiz
11 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
12 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
6 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
2 heures pour terminer

Module 2 - Sales & Marketing Harmonization

5 vidéos (Total 36 min), 4 lectures, 3 quiz
5 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
4 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
3 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
4 heures pour terminer

Module 3 - A Checklist On Sales & Marketing Integration

9 vidéos (Total 58 min), 7 lectures, 4 quiz
9 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
7 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
4 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
4 heures pour terminer

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

4 vidéos (Total 21 min), 4 lectures, 1 quiz
4 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
4 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
2 avisChevron Right

Meilleurs avis pour Sales & Marketing Alignment

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 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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