课程信息
4.4
28 个评分
8 个审阅
专项课程

第 2 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17 小时

建议:4 weeks, 2-4 hours per week. ...
可选语言

英语(English)

字幕:英语(English)
专项课程

第 2 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17 小时

建议:4 weeks, 2-4 hours per 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 4 小时

Module 1 - Sales intelligence

Welcome to Sales Strategy module. In this module, we discuss the use of intelligence analysis methods to support the sales functions, such as planning and sales operations management. We discuss the benefits of the application of intelligence analysis methods, and how this approach contributes to the sales planning process, by developing this process with a strategic view. The primary learning outcome from this module goes through two essential aspects. The first one is on the awareness front, in the sense that a sales professional would benefit from knowing that intelligence analysis may contribute to the planning process. The second aspect is that the awareness of this benefit leads sales professionals to keep attention to the methods, models, tools, and techniques regarding intelligence analysis. Eventually, they will practice the methods, which will support the development of the sales plan, with an integration of strategy and sales. This course has been developed by prof. Edson Ito with an active participation of Rosangela Ito. Rosangela Ito (MBA) is a specialist in Strategy & Competitive Intelligence, Marketing, and Strategic Partnerships. She has an extensive experience in strategy, international M&A, strategic benchmarking, competitive intelligence, strategic partnerships, brand licensing. She also has an International Certification in Competitive Intelligence at the Fuld Academy of Competitive Intelligence....
Reading
13 个视频 (总计 54 分钟), 12 个阅读材料, 5 个测验
Video13 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
Reading12 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
Quiz5 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(小时)
完成时间为 3 小时

Module 2 - Applying intelligence to understand your strategic context

Welcome to the module dedicated to applying intelligence analysis to understand the strategic context. This module is about going through a practical view of how to apply concepts, models, tools, and techniques related to intelligence analysis, with emphasis to support understanding the strategic context, and how it relates to sales. This module is a natural next step from the previous module, which was focused on the awareness of the benefits of intelligence analysis to the sales planning and management functions. In this module, we’ll discuss the application of intelligence analysis on the external environment. From a sales perspective, the discussion will go through the internal environment analysis and the implications of the external environment analysis outcomes on the internal environment. The convergence of the deeper knowledge about the external environment with the internal environment analysis contributes to the improvement of the sales planning process, and this is the primary learning outcome of this module. ...
Reading
10 个视频 (总计 53 分钟), 9 个阅读材料, 5 个测验
Video10 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
Reading9 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
Quiz5 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(小时)
完成时间为 4 小时

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

Welcome to module 3 – Intelligence analytical tools and techniques to support the sales strategy. At this point of the course, we already have an awareness of the effectiveness of intelligence analysis to improve sales planning process. Also, we have a conceptual understanding of how intelligence analysis can support the external environment assessment and the connection between the external and internal environment. Now it’s time to dedicate some efforts in the analytical tools and techniques, with the recommendations on how to apply them, and the use of their outcomes in the sales planning and management processes. This module primary learning outcome is the knowledge of the different analytical tools and techniques, and how they can contribute to the sales planning and management processes. We’ll discuss the tools and techniques, the recommendations of how to apply them, and the applicability of the tools and techniques analyses outcomes in the sales planning process. ...
Reading
13 个视频 (总计 61 分钟), 12 个阅读材料, 3 个测验
Video13 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
Reading12 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
Quiz3 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(小时)
完成时间为 2 小时

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

Welcome to module 4 – Intelligence analytical tools and techniques in practice. This module guides you to develop the final assignment of Course 2: Sales Strategy. The challenge of the assignment is to develop analyses regarding sales functions, by applying intelligence analytical tools and techniques. We use a case to bring business context that describes a real-life experience, and the case presents challenging issues that involve strategic and sales scopes. You’ll be required to apply the concepts discussed in the modules of the course 2, and come out with propositions of approaches. The proposition has to be supported by your reasoning, which should be the consequence of the analyses you develop applying the tools and techniques discussed in Course 2. ...
Reading
2 个视频 (总计 13 分钟), 1 个阅读材料, 1 个测验
Video2 个视频
Video 2 - Assingment developing process7分钟
Reading1 个阅读材料
CASE HELVETIA BRAZIL - SALES DECISIONS10分钟
4.4
8 个审阅Chevron Right

热门审阅

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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