课程信息
11,971 次近期查看

Learner Career Outcomes

20%

通过此课程获得实实在在的工作福利

20%

加薪或升职

第 1 门课程(共 5 门)

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

根据您的日程表重置截止日期。

中级

完成时间大约为22 小时

建议:4 weeks, 3-5 hours per week. ...

英语(English)

字幕:英语(English), 越南语

Learner Career Outcomes

20%

通过此课程获得实实在在的工作福利

20%

加薪或升职

第 1 门课程(共 5 门)

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

根据您的日程表重置截止日期。

中级

完成时间大约为22 小时

建议:4 weeks, 3-5 hours per week. ...

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
完成时间为 4 小时

Module 1 - Effective Sales Planning

17 个视频 (总计 74 分钟), 7 个阅读材料, 6 个测验
17 个视频
Video 2 - Presenting Logan Padawan - The new sales manager49
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 marketing49
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 cycle36
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 Jedi54
7 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
6 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
完成时间为 5 小时

Module 2 - Strategic Sales Planning

24 个视频 (总计 116 分钟), 8 个阅读材料, 7 个测验
24 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 leadership53
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
8 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
7 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
完成时间为 2 小时

Module 3 - Customer-oriented Selling

9 个视频 (总计 28 分钟), 7 个阅读材料, 4 个测验
9 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
7 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
4 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
完成时间为 5 小时

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

2 个视频 (总计 12 分钟), 1 个阅读材料, 1 个测验
2 个视频
Video 2 - Assignment developing process4分钟
1 个阅读材料
Reading: Printing & Graphics industry case40分钟
4.5
30 条评论Chevron Right

来自Effective Sales – An Overview的热门评论

创建者 JPJul 25th 2019

Great Course!!...\n\nThe concepts reviewed are so easy to understand and yet so critical to develop a proper Sales Strategy. It opens your mind to evaluate any sales challenge from different angles.

创建者 ECMay 17th 2018

I really enjoy that course, it provides not only information, bur also a lot of clues where to dig deeper to become a Sales Professional.

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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