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Certificat partageable
Obtenez un Certificat lorsque vous terminez
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. 16 heures pour terminer
Anglais

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Programme du cours : ce que vous apprendrez dans ce cours

Semaine
1

Semaine 1

5 heures pour terminer

Module 1 - Sales intelligence

5 heures pour terminer
13 vidéos (Total 54 min), 12 lectures, 5 quiz
13 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
12 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
5 exercices pour s'entraîner
Practice quiz: From traditional to strategic sales planning30 min
Practice quiz: Sales intelligence30 min
Practice quiz: Problem definition and information gathering30 min
Practice quiz: The intelligence cycle30 min
Graded quiz: Sales Strategy35 min
Semaine
2

Semaine 2

5 heures pour terminer

Module 2 - Applying intelligence to understand your strategic context

5 heures pour terminer
10 vidéos (Total 53 min), 9 lectures, 5 quiz
10 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
9 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
5 exercices pour s'entraîner
Practice quiz: Strategy to Sales through intelligence analysis30 min
Practice quiz: External environment30 min
Practice quiz: Implications of external environment in competitive analysis30 min
Practice quiz: Internal analysis and implications on sales30 min
Graded quiz: Applying intelligence to understand your strategic context30 min
Semaine
3

Semaine 3

5 heures pour terminer

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

5 heures pour terminer
13 vidéos (Total 61 min), 12 lectures, 3 quiz
13 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
12 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
3 exercices pour s'entraîner
Practice quiz: Analytical Techniques30 min
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.30 min
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30 min
Semaine
4

Semaine 4

1 heure pour terminer

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

1 heure pour terminer
2 vidéos (Total 13 min), 1 lecture, 1 quiz
2 vidéos
Video 2 - Assingment developing process7 min
1 lecture
CASE HELVETIA BRAZIL - SALES DECISIONS10 min

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