课程信息
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第 2 门课程(共 5 门)

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中级

完成时间大约为19 小时

建议:4 weeks, 2-4 hours per week. ...

英语(English)

字幕:英语(English)

100% 在线

立即开始,按照自己的计划学习。

第 2 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19 小时

建议:4 weeks, 2-4 hours per week. ...

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
完成时间为 4 小时

Module 1 - Sales intelligence

13 个视频 (总计 54 分钟), 12 个阅读材料, 5 个测验
13 个视频
Video 1 - Traditional Sales2分钟
Video 2 - Strategic Sales4分钟
Video 1 - Importance of informed decision making4分钟
Video 1 - The Intelligence Problem Definition in Sales3分钟
Video 2 - The Information Gathering Cycle4分钟
Video 1 - The Intelligence Cycle3分钟
Video 2 - KIT & KIQs4分钟
Video 3 - Information Gathering8分钟
Video 4 - Analysis5分钟
Video 5 - Dissemination4分钟
Sales Intelligence Tools and Techniques2分钟
Vídeo 2 - Closing Module 1: Sales Intelligence3分钟
12 个阅读材料
Competitive Intelligence10分钟
Tradicional Sales10分钟
Strategic Sales10分钟
On the importance of informed decision making10分钟
The Intelligence Problem Definition in Sales10分钟
The Information Gathering Cycle10分钟
The Intelligence Cycle10分钟
KIT & KIQs10分钟
Information Gathering10分钟
Analysis10分钟
Dissemination10分钟
Sales Intelligence Tools and Techniques10分钟
5 个练习
Practice quiz: From traditional to strategic sales planning6分钟
Practice quiz: Sales intelligence6分钟
Practice quiz: Problem definition and information gathering6分钟
Practice quiz: The intelligence cycle6分钟
Graded quiz: Sales Strategy35分钟
2
完成时间为 3 小时

Module 2 - Applying intelligence to understand your strategic context

10 个视频 (总计 53 分钟), 9 个阅读材料, 5 个测验
10 个视频
Video 2 - The role of sales6分钟
Video 1 - How the external environment shape the sales potential5分钟
Video 2 - The complexity of the external environment4分钟
Video 3 - Monitoring Approaches7分钟
Video 1 - Implications of external changes in competitive strategy4分钟
Video 2 - On the need to adjust strategy4分钟
Video 1- Internal analysis and implications on sales7分钟
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2分钟
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4分钟
9 个阅读材料
Relationship between Sales and Strategy10分钟
The role of Sales10分钟
How the external environment shapes the sales potential10分钟
The Complexity of the External Environment10分钟
Monitoring Approaches10分钟
Implications of external changes in competitive strategy10分钟
The need to introduce changes in the strategies10分钟
Internal analysis and implications on sales10分钟
Bridging the gap between strategy and sales by applying intelligence analysis10分钟
5 个练习
Practice quiz: Strategy to Sales through intelligence analysis6分钟
Practice quiz: External environment6分钟
Practice quiz: Implications of external environment in competitive analysis6分钟
Practice quiz: Internal analysis and implications on sales4分钟
Graded quiz: Applying intelligence to understand your strategic context30分钟
3
完成时间为 4 小时

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

13 个视频 (总计 61 分钟), 12 个阅读材料, 3 个测验
13 个视频
Video 2 - 5 Forces Analysis4分钟
Video 3 - STEEP Analysis3分钟
Video 4 - 4 Corners Analysis - Oriented to Competitors5分钟
Video 5 - 4 Corners Analysis – Oriented to Clients4分钟
Video 6 - Value Chain Analysis6分钟
Video 7 - VRIO Analysis5分钟
Video 8 - Demand estimation5分钟
Video 9 - Probability of Victory Analysis3分钟
Video 10 - Win Loss Analysis4分钟
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3分钟
Video 1 - War Game3分钟
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3分钟
12 个阅读材料
Importance of analytical tools10分钟
5 Forces analysis10分钟
Steep Analysis10分钟
Corners Analysis - Oriented to competitors10分钟
4 Corners Analysis – Oriented to Clients10分钟
Value Chain Analysis10分钟
VRIO Analysis10分钟
Demand estimation10分钟
Probability of Victory Analysis10分钟
Win-Loss Analysis10分钟
Integrating intelligence analysis outcomes to sales planning10分钟
War Game10分钟
3 个练习
Practice quiz: Analytical Techniques6分钟
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.6分钟
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30分钟
4
完成时间为 2 小时

Module 4 - Strategic sales Management in action – joining intelligence in your journey

2 个视频 (总计 13 分钟), 1 个阅读材料, 1 个测验
2 个视频
Video 2 - Assingment developing process7分钟
1 个阅读材料
CASE HELVETIA BRAZIL - SALES DECISIONS10分钟
4.5
14 条评论Chevron Right

来自销售策略的热门评论

创建者 GMMay 15th 2018

It is fantastic how FIA courses match theorical knowledge and practical business cases. One of the best specializations I took at Coursera for sure.

创建者 ASOct 9th 2018

great contents and excellent presenter. He is clearly providing the information in a easy way

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

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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