Spécialisation Strategic Sales Management

Improve your Sales Management expertise. Create more value by applying concepts, models, and frameworks to support sales planning

À propos de cette Spécialisation

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.

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5 courses

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Projets

Conçu pour vous aider à vous exercer et à appliquer les compétences que vous avez acquises.

Certificats

Mettez en évidence vos nouvelles compétences sur votre CV ou sur LinkedIn.

Vue d'ensemble des projets

Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case.

The business case will bring a sales planning challenge, which is an adaptation of a real-life case. Learners will apply the concepts, models, and frameworks discussed in the Specialization to develop a proposition of sales plan guidelines, which may support a sales plan development.

Cours

Intermediate Specialization.: Some related experience required.

COURS 1
Effective Sales – An Overview
Engagement
4 weeks, 3-5 hours per week.
Sous-titres
English, Vietnamese
À propos du cours
Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of t
Vous pouvez choisir de suivre seulement ce cours. En savoir plus.
COURS 2
Sales Strategy
Engagement
4 weeks, 2-4 hours per week.
Sous-titres
English
À propos du cours
Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. And this approach contributes to integrating the sales planning process into the corporate strateg
Vous pouvez choisir de suivre seulement ce cours. En savoir plus.
COURS 3
Models & Frameworks to Support Sales Planning
Engagement
4 weeks to finish the Course | 2.2 to 4.0 hours/week
Sous-titres
English
À propos du cours
Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks. As a primary learning outcome of this course, we emphasize the improvement in the an
Vous pouvez choisir de suivre seulement ce cours. En savoir plus.
COURS 4
Sales & Marketing Alignment
Engagement
4 weeks, 3 to 5 hours per week
Sous-titres
English
À propos du cours
Welcome to Course 4 – Sales & Marketing Alignment. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. As we discussed in Course 1 – Effective Sales, strat
Vous pouvez choisir de suivre seulement ce cours. En savoir plus.
COURS 5
Strategic Sales Management Final Project
Engagement
4 weeks, 3 to 5 hours per week
Sous-titres
English
À propos du cours
Welcome to Course 5 – Strategic Sales Management Final Project. In this course, you’ll develop the final project of the specialization, which is an application of the whole set of concepts, models, frameworks, tools, and techniques discussed and p
Vous pouvez choisir de suivre seulement ce cours. En savoir plus.

Créateurs

Fundação Instituto de Administração (FIA) is recognized as one of the top business schools in Brazil, it pioneered with the International Executive MBA course in the Brazilian market, and for more than 23 years, FIA has been offering a complete portfolio of executive education courses, preparing top-level executives, graduate and undergraduate students in business administration, with courses in Portuguese and English, for Brazilians and also for students from abroad.
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.