课程信息
4.5
11 个评分
2 个审阅
专项课程

第 3 门课程(共 5 门)

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立即开始,按照自己的计划学习。
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中级

中级

完成时间(小时)

完成时间大约为19 小时

建议:4 weeks to finish the Course | 2.2 to 4.0 hours/week...
可选语言

英语(English)

字幕:英语(English)
专项课程

第 3 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19 小时

建议:4 weeks to finish the Course | 2.2 to 4.0 hours/week...
可选语言

英语(English)

字幕:英语(English)

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 5 小时

Module 1 - Sales Management

Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan. ...
Reading
10 个视频 (总计 67 分钟), 14 个阅读材料, 7 个测验
Video10 个视频
Video 1 - Planning your sales: Operational variables4分钟
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17分钟
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24分钟
Video 1 - The Leadership Role in Sales6分钟
Video 1 - The Strategizer: Episode 108分钟
Video 1 - Resource Allocation7分钟
Video 1 - Performance Management7分钟
Video 1 - Post-sales Framework7分钟
Video 2 - Closing Module 1: Sales Management3分钟
Reading14 个阅读材料
Planning your sales: Operational variables10分钟
How to Succeed at Key Account Management10分钟
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10分钟
The Flaw in Customer Lifetime Value10分钟
Key Account Management10分钟
The 7 Attributes of the Most Effective Sales Leaders10分钟
Looking beyond technology to drive sales operations10分钟
Getting more from your training programs10分钟
BCG Classics Revisited: The Growth Share Matrix10分钟
Selling Power Magazine - 500 Largest Sales Forces in 2016.10分钟
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10分钟
Infographic: Customer acquisition vs. retention costs10分钟
Relationship Selling May Feel Good But It Doesn’t Really Work10分钟
Selling is not about relationships10分钟
Quiz7 个练习
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4分钟
Practice quiz: Key Account Management14分钟
Practice quiz: Leadership in sales6分钟
Practice quiz: Sales training4分钟
Practice quiz: Resource allocation in sales10分钟
Practice quiz: Performance management8分钟
Graded quiz: Sales Management45分钟
2
完成时间(小时)
完成时间为 4 小时

Module 2 - Selling Models and Frameworks

Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations. ...
Reading
11 个视频 (总计 60 分钟), 12 个阅读材料, 6 个测验
Video11 个视频
Video 1 - Customer Centric Model4分钟
Video 1 - PSS Model (Professional Selling Skills)6分钟
Video 2: PSS – Presentation & Objections handling5分钟
Video 3 - PSS - Closing3分钟
Video 1 - Relationship Selling Model4分钟
Video 1 - SPIN Selling P13分钟
Video 2 - SPIN Selling P25分钟
Video 1 -The three stages of a Sales call10分钟
Video 1 - Conceptual Selling - Miller-Heiman Model6分钟
Video 2 - Closing Module 2: Selling Models and Frameworks4分钟
Reading12 个阅读材料
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10分钟
Customer-Centric Model10分钟
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10分钟
Who Duplicates Success Better Than Xerox?10分钟
5 Amazing Ways to Build Rapport During B2B Sales Calls10分钟
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10分钟
Spin Selling - A Summary. Selling & Persuasion Techniques.10分钟
If you are not SPIN selling is time to start.10分钟
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10分钟
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10分钟
7 Popular Sales Methodologies Summarized10分钟
Reviewing Basics of Conceptual Selling10分钟
Quiz6 个练习
Practice quiz: Consultative Selling Model8分钟
Practice quiz: Professional Selling Model - PSS14分钟
Practice quiz: Relationship Selling Model4分钟
Practice quiz: SPIN Selling8分钟
Practice quiz: The 3 Stages of a Sales Call4分钟
Assignment quiz: Selling Models and Frameworks30分钟
3
完成时间(小时)
完成时间为 4 小时

module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise. ...
Reading
10 个视频 (总计 59 分钟), 10 个阅读材料, 5 个测验
Video10 个视频
Video 2 - Influence and Sales4分钟
Video 3 - Body Language5分钟
Video 4 - NLP Topics5分钟
Video 1 - Physiological variables and how thay affect Sales7分钟
Video 2 - Psychological variables and how they affect Sales6分钟
Video 1 - Customer Engagement4分钟
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6分钟
Video 1 - Sales Closing7分钟
Video 2 - Closing Module 3: Soft Skills5分钟
Reading10 个阅读材料
Cognitive Bias and communication10分钟
Influence and Sales10分钟
Body Language10分钟
NLP Topics10分钟
Physiological variables and how they affect Sales10分钟
Psychological variables and how they affect Sales10分钟
B2Bs' Customer Base at Risk10分钟
Top five sales negotiations mistakes10分钟
Close the Sale: Techniques10分钟
Why sales reps talk too much10分钟
Quiz5 个练习
Practice quiz: Communications8分钟
Practice quiz: Physiological & Psychological Aspects6分钟
Practice quiz: Customer Engagement6分钟
Practice quiz: Negotitation4分钟
Graded quiz: Soft Skills35分钟
4
完成时间(小时)
完成时间为 3 小时

Module 4 - Strategic Sales Management In Action – the journey goes on

Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment....
Reading
2 个视频 (总计 16 分钟), 1 个测验
Video2 个视频
Video 2 - Course 3: Assignment developing process7分钟

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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Edson Ito

Specialist Professor
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Cesar Rodrigues

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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