课程信息

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第 4 门课程(共 5 门)
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中级
完成时间大约为14 小时
英语(English)
字幕:英语(English)
可分享的证书
完成后获得证书
100% 在线
立即开始,按照自己的计划学习。
第 4 门课程(共 5 门)
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14 小时
英语(English)
字幕:英语(English)

提供方

Fundação Instituto de Administração 徽标

Fundação Instituto de Administração

教学大纲 - 您将从这门课程中学到什么

1

1

完成时间为 4 小时

MODULE 1 - Marketing Principles for Strategic Planning

完成时间为 4 小时
11 个视频 (总计 63 分钟), 12 个阅读材料, 6 个测验
11 个视频
Video 1 - How to Market a Mousetrap7分钟
Video 2 - Marketing Overview - A Brief History of Marketing6分钟
Video 1 - Pricing Impact on Sales - Pt 14分钟
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5分钟
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7分钟
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5分钟
Video 1 - Place & Point of Sales5分钟
Video 1 - Promotion & Advertising Allowances to Sales Force7分钟
Video 1 - The Missing "P": The Role of Sales in Product Development7分钟
Video 1 - Module 1 Wrap-up session2分钟
12 个阅读材料
Introducing the History of Marketing Theory and Practice10分钟
Should Salespeople be given pricing authority?10分钟
How to effectively avoid and handle objections based on value?10分钟
Price Elasticity 101: The Necessities and Your Pricing Strategy10分钟
The power of pricing10分钟
The Profit Leakage: The Price Waterfall10分钟
Book: Principles of Marketing10分钟
Book: Principles of Marketing. Chapter 13.110分钟
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10分钟
The Costly Bargain of Trade Promotion10分钟
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10分钟
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10分钟
6 个练习
Test your learning by doing this quiz12分钟
Test your learning by doing this quiz16分钟
Test your learning by doing this quiz8分钟
Test your learning by doing this quiz8分钟
Test your learning by doing this quiz10分钟
Test your learning on this module topics, by doing this graded quiz30分钟
2

2

完成时间为 2 小时

Module 2 - Sales & Marketing Harmonization

完成时间为 2 小时
5 个视频 (总计 36 分钟), 4 个阅读材料, 3 个测验
5 个视频
Video 2 - What Sales thinks about marketers4分钟
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9分钟
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13分钟
Video 1 - Sales & Marketing Harmonization Wrap-Up2分钟
4 个阅读材料
Sales and Marketing Integration: A Proposed Framework10分钟
New Commercial Models: What's Working and what's not.10分钟
Sales and Marketing Integration: A Proposed Framework10分钟
Sales and Marketing Integration: A Proposed Framework10分钟
3 个练习
Test your learning through this quiz12分钟
Test your learning by doing this quiz16分钟
Test your learning on this module topics, by doing this graded quiz30分钟
3

3

完成时间为 4 小时

Module 3 - A Checklist On Sales & Marketing Integration

完成时间为 4 小时
9 个视频 (总计 58 分钟), 7 个阅读材料, 4 个测验
9 个视频
Video 1 - Types of Misalignment4分钟
Video 2 - Strategic Misalignment: Portfolio & Positioning7分钟
Video 3 - Misalignment: Value & S&T6分钟
Video 1 - Where does the misalignment reside?7分钟
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5分钟
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7分钟
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8分钟
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3分钟
7 个阅读材料
A Simple Way to Test Your Company’s Strategic Alignment10分钟
The Ultimate Marketing Machine10分钟
Ending the war between sales and marketing10分钟
A Few Words About Jack Trout & Positioning8分钟
Ending the war between sales and marketing10分钟
Ending the war between sales and marketing10分钟
Sales and Marketing Integration10分钟
4 个练习
Test your learning through this practice quiz18分钟
Practice quiz to test your learning26分钟
Practice quiz - Lesson 312分钟
Test your learning on this module topics, by doing this graded quiz30分钟
4

4

完成时间为 4 小时

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

完成时间为 4 小时
4 个视频 (总计 21 分钟), 4 个阅读材料, 1 个测验
4 个视频
Rodrigo Antunes, Chief Marketing Officer speaks6分钟
Case: The Sales Point of View: Walter Miron5分钟
Instructions for the assignment and peer-review3分钟
4 个阅读材料
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45分钟
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分钟
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分钟
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分钟

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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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