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.
Spécialisation Strategic Sales Management
Improve your Sales Management expertise. Create more value by applying concepts, models, and frameworks to support sales planning
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À propos de ce Spécialisation
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Compétences que vous acquerrez
Sales StrategySales ManagementProjectCustomer Satisfaction
Fonctionnement du Spécialisation
Suivez les cours
Une Spécialisation Coursera est une série de cours axés sur la maîtrise d'une compétence. Pour commencer, inscrivez-vous directement à la Spécialisation ou passez en revue ses cours et choisissez celui par lequel vous souhaitez commencer. Lorsque vous vous abonnez à un cours faisant partie d'une Spécialisation, vous êtes automatiquement abonné(e) à la Spécialisation complète. Il est possible de terminer seulement un cours : vous pouvez suspendre votre formation ou résilier votre abonnement à tout moment. Rendez-vous sur votre tableau de bord d'étudiant pour suivre vos inscriptions aux cours et vos progrès.
Projet pratique
Chaque Spécialisation inclut un projet pratique. Vous devez réussir le(s) projet(s) pour terminer la Spécialisation et obtenir votre Certificat. Si la Spécialisation inclut un cours dédié au projet pratique, vous devrez terminer tous les autres cours avant de pouvoir le commencer.
Obtenir un Certificat
Lorsque vous aurez terminé tous les cours et le projet pratique, vous obtiendrez un Certificat que vous pourrez partager avec des employeurs éventuels et votre réseau professionnel.
Cette Spécialisation compte 5 cours
Cours1
Effective Sales – An Overview
4.6
69 notes
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 the sales planning process, keeping attention on the connection to the strategy of the company.
Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company.
The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future.
Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences.
It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors.
Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors.
The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan structure, which will support the sale plan development.
Cours2
Stratégie commerciale
4.5
39 notes
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 strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process.
Therefore, the expected outcomes of this course focus on the transition from traditional to strategic sales planning, by discussing and applying the concepts recommended to support the development of the strategic guidelines.
The concepts, models, tools, and techniques discussed and practiced during the course focus on the improvement of value creation from the sales function empowered by intelligence analysis, a process which typically applies in the strategy analysis front.
The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes.
In this course, the primary learning outcome is the ability to apply intelligence analysis to support sales planning process, and by being able to do this, you’ll improve your competencies and skills to support sales planning with a strategic approach.
You’ll develop a final assignment at the end of the course, and it is designed from an adapted real-life business case. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2.
The outcomes of your analysis on the assignment case will be evaluated through a peer-review process.
Cours3
Models & Frameworks to Support Sales Planning
4.6
16 notes
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 analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes.
This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology.
At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis.
Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied.
In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions.
Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order.
We look forward to having you during the course modules and lessons.
Cours4
Sales & Marketing Alignment
4.5
14 notes
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, strategy, and sales must be integrated to support a high potential for value creation through the sales functions. We also mentioned that strategy and sales integration can be supported by marketing functions.
The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3).
By the consequence, at this point of this specialization, you are in a good position to go further in the sales planning and management functions. And this is the moment to tackle one of the biggest challenges that most sales professionals must address with diligence – Sales & Marketing Alignment.
The primary learning outcome of this course is to prepare you to apply concepts to support this alignment, with prescriptions and recommendations that contribute to improving the alignment. The improvement in the knowledge, competencies, and skills regarding sales & marketing alignment will contribute to increasing the potential for value creation from a strategic sales planning approach.
Enseignants
Nelson Yoshida
Ph.D., MBA, B.Eng.FIA Profuturo – Futures Studies Program
Samantha Mazzero
MSc, MBA, BS MathFIA Profuturo – Futures Studies Program
Cesar Rodrigues
Specialist Professor
Edson Ito
Specialist ProfessorÀ 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.
Foire Aux Questions
Quelle est la politique de remboursement ?
Puis-je m'inscrire à un seul cours ?
Oui ! Pour commencer, cliquez sur la carte du cours qui vous intéresse et inscrivez-vous. Vous pouvez vous inscrire et terminer le cours pour obtenir un Certificat partageable, ou vous pouvez accéder au cours en auditeur libre afin d'en visualiser gratuitement le contenu. Si vous vous abonnez à un cours faisant partie d'une Spécialisation, vous êtes automatiquement abonné(e) à la Spécialisation complète. Visitez votre tableau de bord d'étudiant(e) pour suivre vos progrès.
Une aide financière est-elle possible ?
Puis-je suivre le cours gratuitement ?
Ce cours est-il vraiment accessible en ligne à 100 % ? Dois-je assister à certaines activités en personne ?
Ce cours est entièrement en ligne : vous n'avez donc pas besoin de vous présenter physiquement dans une salle de classe. Vous pouvez accéder à vos vidéos de cours, lectures et devoirs en tout temps et en tout lieu, par l'intermédiaire du Web ou de votre appareil mobile.
Puis-je obtenir des crédits universitaires si je réussis la Spécialisation ?
Cette Spécialisation n'est pas associée à des crédits universitaires, mais certaines universités peuvent décider d'accepter des Certificats de Spécialisation pour des crédits. Vérifiez-le auprès de votre établissement pour en savoir plus.
Quelle est la durée nécessaire pour terminer la Spécialisation ?
This Specialization is comprised of 5 courses, and each of them is designed to take one month. Five months is the expected time to complete it.
What background knowledge is necessary?
For this specialization, you will need a general knowledge of business concepts, models, and tools. Learners don't need to have business administration certificate, though.
Professionals from many backgrounds, such as business administration, engineering, economics, accounting and applied social sciences are the typical learners of this specialization, just to mention some examples. Keep in mind that you may be from a different area, and still be prepared to take this Specialization with all the benefits you may get from doing it.
Do I need to take the courses in a specific order?
From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order.
What will I be able to do upon completing the Specialization?
Develop sales planning as a strategy roll-out process.
Apply intelligence analysis to support the integration of sales and strategy.
Propose a structure of the sales plan by applying selling models and frameworks.
Align Sales and Marketing functions to support the integration of sales with the strategy.
Develop the sales plan structure to guide the planning process
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