À propos de ce cours
4.4
28 notes
8 avis
Spécialisation
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100 % en ligne

Commencez dès maintenant et apprenez aux horaires qui vous conviennent.
Dates limites flexibles

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Réinitialisez les dates limites selon votre disponibilité.
Niveau intermédiaire

Niveau intermédiaire

Heures pour terminer

Approx. 17 heures pour terminer

Recommandé : 4 weeks, 2-4 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, 2-4 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 - Sales intelligence

Welcome to Sales Strategy module. In this module, we discuss the use of intelligence analysis methods to support the sales functions, such as planning and sales operations management. We discuss the benefits of the application of intelligence analysis methods, and how this approach contributes to the sales planning process, by developing this process with a strategic view. The primary learning outcome from this module goes through two essential aspects. The first one is on the awareness front, in the sense that a sales professional would benefit from knowing that intelligence analysis may contribute to the planning process. The second aspect is that the awareness of this benefit leads sales professionals to keep attention to the methods, models, tools, and techniques regarding intelligence analysis. Eventually, they will practice the methods, which will support the development of the sales plan, with an integration of strategy and sales. This course has been developed by prof. Edson Ito with an active participation of Rosangela Ito. Rosangela Ito (MBA) is a specialist in Strategy & Competitive Intelligence, Marketing, and Strategic Partnerships. She has an extensive experience in strategy, international M&A, strategic benchmarking, competitive intelligence, strategic partnerships, brand licensing. She also has an International Certification in Competitive Intelligence at the Fuld Academy of Competitive Intelligence....
Reading
13 videos (Total 54 min), 12 lectures, 5 quiz
Video13 vidéos
Video 1 - Traditional Sales2 min
Video 2 - Strategic Sales4 min
Video 1 - Importance of informed decision making4 min
Video 1 - The Intelligence Problem Definition in Sales3 min
Video 2 - The Information Gathering Cycle4 min
Video 1 - The Intelligence Cycle3 min
Video 2 - KIT & KIQs4 min
Video 3 - Information Gathering8 min
Video 4 - Analysis5 min
Video 5 - Dissemination4 min
Sales Intelligence Tools and Techniques2 min
Vídeo 2 - Closing Module 1: Sales Intelligence3 min
Reading12 lectures
Competitive Intelligence10 min
Tradicional Sales10 min
Strategic Sales10 min
On the importance of informed decision making10 min
The Intelligence Problem Definition in Sales10 min
The Information Gathering Cycle10 min
The Intelligence Cycle10 min
KIT & KIQs10 min
Information Gathering10 min
Analysis10 min
Dissemination10 min
Sales Intelligence Tools and Techniques10 min
Quiz5 exercices pour s'entraîner
Practice quiz: From traditional to strategic sales planning6 min
Practice quiz: Sales intelligence6 min
Practice quiz: Problem definition and information gathering6 min
Practice quiz: The intelligence cycle6 min
Graded quiz: Sales Strategy35 min
Semaine
2
Heures pour terminer
3 heures pour terminer

Module 2 - Applying intelligence to understand your strategic context

Welcome to the module dedicated to applying intelligence analysis to understand the strategic context. This module is about going through a practical view of how to apply concepts, models, tools, and techniques related to intelligence analysis, with emphasis to support understanding the strategic context, and how it relates to sales. This module is a natural next step from the previous module, which was focused on the awareness of the benefits of intelligence analysis to the sales planning and management functions. In this module, we’ll discuss the application of intelligence analysis on the external environment. From a sales perspective, the discussion will go through the internal environment analysis and the implications of the external environment analysis outcomes on the internal environment. The convergence of the deeper knowledge about the external environment with the internal environment analysis contributes to the improvement of the sales planning process, and this is the primary learning outcome of this module. ...
Reading
10 videos (Total 53 min), 9 lectures, 5 quiz
Video10 vidéos
Video 2 - The role of sales6 min
Video 1 - How the external environment shape the sales potential5 min
Video 2 - The complexity of the external environment4 min
Video 3 - Monitoring Approaches7 min
Video 1 - Implications of external changes in competitive strategy4 min
Video 2 - On the need to adjust strategy4 min
Video 1- Internal analysis and implications on sales7 min
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2 min
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4 min
Reading9 lectures
Relationship between Sales and Strategy10 min
The role of Sales10 min
How the external environment shapes the sales potential10 min
The Complexity of the External Environment10 min
Monitoring Approaches10 min
Implications of external changes in competitive strategy10 min
The need to introduce changes in the strategies10 min
Internal analysis and implications on sales10 min
Bridging the gap between strategy and sales by applying intelligence analysis10 min
Quiz5 exercices pour s'entraîner
Practice quiz: Strategy to Sales through intelligence analysis6 min
Practice quiz: External environment6 min
Practice quiz: Implications of external environment in competitive analysis6 min
Practice quiz: Internal analysis and implications on sales4 min
Graded quiz: Applying intelligence to understand your strategic context30 min
Semaine
3
Heures pour terminer
4 heures pour terminer

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

Welcome to module 3 – Intelligence analytical tools and techniques to support the sales strategy. At this point of the course, we already have an awareness of the effectiveness of intelligence analysis to improve sales planning process. Also, we have a conceptual understanding of how intelligence analysis can support the external environment assessment and the connection between the external and internal environment. Now it’s time to dedicate some efforts in the analytical tools and techniques, with the recommendations on how to apply them, and the use of their outcomes in the sales planning and management processes. This module primary learning outcome is the knowledge of the different analytical tools and techniques, and how they can contribute to the sales planning and management processes. We’ll discuss the tools and techniques, the recommendations of how to apply them, and the applicability of the tools and techniques analyses outcomes in the sales planning process. ...
Reading
13 videos (Total 61 min), 12 lectures, 3 quiz
Video13 vidéos
Video 2 - 5 Forces Analysis4 min
Video 3 - STEEP Analysis3 min
Video 4 - 4 Corners Analysis - Oriented to Competitors5 min
Video 5 - 4 Corners Analysis – Oriented to Clients4 min
Video 6 - Value Chain Analysis6 min
Video 7 - VRIO Analysis5 min
Video 8 - Demand estimation5 min
Video 9 - Probability of Victory Analysis3 min
Video 10 - Win Loss Analysis4 min
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3 min
Video 1 - War Game3 min
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3 min
Reading12 lectures
Importance of analytical tools10 min
5 Forces analysis10 min
Steep Analysis10 min
Corners Analysis - Oriented to competitors10 min
4 Corners Analysis – Oriented to Clients10 min
Value Chain Analysis10 min
VRIO Analysis10 min
Demand estimation10 min
Probability of Victory Analysis10 min
Win-Loss Analysis10 min
Integrating intelligence analysis outcomes to sales planning10 min
War Game10 min
Quiz3 exercices pour s'entraîner
Practice quiz: Analytical Techniques6 min
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.6 min
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30 min
Semaine
4
Heures pour terminer
2 heures pour terminer

Module 4 - Strategic sales Management in action – joining intelligence in your journey

Welcome to module 4 – Intelligence analytical tools and techniques in practice. This module guides you to develop the final assignment of Course 2: Sales Strategy. The challenge of the assignment is to develop analyses regarding sales functions, by applying intelligence analytical tools and techniques. We use a case to bring business context that describes a real-life experience, and the case presents challenging issues that involve strategic and sales scopes. You’ll be required to apply the concepts discussed in the modules of the course 2, and come out with propositions of approaches. The proposition has to be supported by your reasoning, which should be the consequence of the analyses you develop applying the tools and techniques discussed in Course 2. ...
Reading
2 videos (Total 13 min), 1 lecture, 1 quiz
Video2 vidéos
Video 2 - Assingment developing process7 min
Reading1 lecture
CASE HELVETIA BRAZIL - SALES DECISIONS10 min
4.4
8 avisChevron Right

Meilleurs avis

par GMMay 15th 2018

It is fantastic how FIA courses match theorical knowledge and practical business cases. One of the best specializations I took at Coursera for sure.

par ASOct 9th 2018

great contents and excellent presenter. He is clearly providing the information in a easy way

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
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Edson Ito

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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