课程信息
4.5
54 个评分
17 个审阅
专项课程

第 1 门课程(共 5 门)

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中级

中级

完成时间(小时)

完成时间大约为21 小时

建议:4 weeks, 3-5 hours per week. ...
可选语言

英语(English)

字幕:英语(English), 越南语
专项课程

第 1 门课程(共 5 门)

100% 在线

100% 在线

立即开始,按照自己的计划学习。
可灵活调整截止日期

可灵活调整截止日期

根据您的日程表重置截止日期。
中级

中级

完成时间(小时)

完成时间大约为21 小时

建议:4 weeks, 3-5 hours per week. ...
可选语言

英语(English)

字幕:英语(English), 越南语

教学大纲 - 您将从这门课程中学到什么

1
完成时间(小时)
完成时间为 4 小时

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function....
Reading
17 个视频 (总计 74 分钟), 7 个阅读材料, 6 个测验
Video17 个视频
Video 2 - Presenting Logan Padawan - The new sales manager49s
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1分钟
Video 4 - The integration of strategy, marketing, and sales4分钟
Video 5 - Integrating Strategies: Company, Sales & Marketing8分钟
Video 6 - The Strategizer: our hub for sales strategy - Episode 113分钟
Video 1 - Xavier and Logan in: Selling is art or science1分钟
Video 2 - More science than art: Sales in focus6分钟
Video 1 - Xavier and Logan in: Stop fighting with marketing49s
Video 2 - Marketing and Sales walk together3分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 210分钟
Video 1 - Xavier and Logan in: The sales strategy cycle36s
Video 2 - The sales cycles - Part 15分钟
Video 3 - The sales cycles - Part 26分钟
Video 1 - Xavier and Logan in: Effective sales planning1分钟
Video 2 - Wrap Up - What Have We Learned?4分钟
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54s
Reading7 个阅读材料
Strategic Sales Management - Specialization Overview10分钟
Integrating strategies: Company, Sales, and Marketing10分钟
The History of Professional Selling10分钟
A Brief History of Selling (Infographic)10分钟
The History of Selling (Infographic)10分钟
Ending the war between sales and marketing10分钟
Reading - Sales Strategy Cycle10分钟
Quiz6 个练习
Practice quiz: Overview on stategy, marketing and sales8分钟
Practice quiz: Integrating Strategies: Company, Sales & Marketing8分钟
Practice quiz: Overview on stategy, marketing and sales8分钟
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10分钟
Sales strategy cycle.12分钟
Final assignment for Effective Sales Plannning30分钟
2
完成时间(小时)
完成时间为 5 小时

Module 2 - Strategic Sales Planning

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 to 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, and then the plan implementation and control. ...
Reading
24 个视频 (总计 116 分钟), 8 个阅读材料, 7 个测验
Video24 个视频
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1分钟
Video 3 - Sales planning in alignment to corporate strategy6分钟
Video 4 - The Strategizer: our hub for sales strategy - Episode 313分钟
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1分钟
Video 2 - The convergence of company's and customers' interests5分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 47分钟
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1分钟
Video 2 - Streamlining sales and industrial/services operations7分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 55分钟
Video 1 - Xavier and Logan in: Sales planning based on financials1分钟
Video 2 - Sales planning and financials - Part 15分钟
Video 3 - Sales planning and financials - Part 27分钟
Video 4 - The Strategizer: our hub for sales strategy - Episode 611分钟
Video 1 - Xavier and Logan in: Defining goals and targets1分钟
Video 2 - Fine-tuning goals and targets in sales planning3分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 76分钟
Video 1 - Xavier and Logan in: Sales performance management1分钟
Video 2 - Incentives, compensation, and performance management5分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 85分钟
Video 1 - Xavier and Logan in: Sales leadership53s
Video 2 - Leading salesforce development5分钟
Video 3 - The Strategizer: our hub for sales strategy - Episode 95分钟
Video 4 - Strategic sales management - Wrap up session4分钟
Reading8 个阅读材料
Sales Planning: Integration with Corporate Strategy10分钟
Balancing Customer Service and Satisfaction10分钟
Streamlining Sales with Industrial Operations and Services Development10分钟
Sales planning and financial aspects10分钟
Sales planning and financial aspects (II)10分钟
Reading - Setting goals10分钟
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20分钟
Ethical leadership in the salesforce10分钟
Quiz7 个练习
Practice quiz: Aligning sales planning to corporate strategy10分钟
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4分钟
Practice quiz: Streamlining sales and operations8分钟
Strategic Sales Planning12分钟
Practice quiz: Establishing goals and targets6分钟
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4分钟
Strategic Sales Planning - Evaluation30分钟
3
完成时间(小时)
完成时间为 2 小时

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process....
Reading
9 个视频 (总计 28 分钟), 7 个阅读材料, 4 个测验
Video9 个视频
Video 2 - Customer centric selling model explained3分钟
Video 3 - Why Customer Centric Selling3分钟
Video 1 - How the relationship between companies has changed and why it matters3分钟
Video 2 - A new model for a new environment5分钟
Video 1 - Xavier and Logan in: Long-term customers relationship1分钟
Video 2 - Long-term customers relationship4分钟
Video 1 - Why selling once won’t cut it anymore3分钟
Video 2 - Customer-centric selling - Wrap-up session2分钟
Reading7 个阅读材料
Customer-centric selling10分钟
Why Customer Centric Selling10分钟
Change in relationship between companies - Why it matters10分钟
A new model for a new environment10分钟
Customer relationship: Implications of Customer centered sales10分钟
Selling once won't cut it anymore10分钟
Customer-centric selling wrap-up10分钟
Quiz4 个练习
Practice quiz: Customer-centric selling6分钟
Practice quiz: Change in relationship between companies - Why it matters6分钟
Practice quiz: Customer relationship: Implications of Customer centered sales6分钟
Graded quiz: Customer oriented selling30分钟
4
完成时间(小时)
完成时间为 5 小时

Module 4 - Strategic Sales Management In Action: Our Journey Begins

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company....
Reading
2 个视频 (总计 12 分钟), 1 个阅读材料, 1 个测验
Video2 个视频
Video 2 - Assignment developing process4分钟
Reading1 个阅读材料
Reading: Printing & Graphics industry case40分钟
4.5
17 个审阅Chevron Right
工作福利

33%

通过此课程获得实实在在的工作福利
职业晋升

33%

加薪或升职

热门审阅

创建者 AAAug 28th 2018

Personally speaking, this course is very useful for people that want to learn basic conceptos about sales. I really recommend it!

创建者 ZPDec 5th 2017

Very useful for me to build a structured knowledge about sales management.

讲师

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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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Cesar Rodrigues

Specialist Professor
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Edson Ito

Specialist Professor

关于 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....

关于 Strategic Sales Management 专项课程

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

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