课程信息

13,001 次近期查看
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 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13 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 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13 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 - Sales intelligence

完成时间为 4 小时
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

2

完成时间为 3 小时

Module 2 - Applying intelligence to understand your strategic context

完成时间为 3 小时
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

3

完成时间为 4 小时

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

完成时间为 4 小时
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

4

完成时间为 2 小时

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

完成时间为 2 小时
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

审阅

来自销售策略的热门评论

查看所有评论

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

常见问题

  • Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:

    • The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
    • The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
  • 您注册课程后,将有权访问专项课程中的所有课程,并且会在完成课程后获得证书。您的电子课程证书将添加到您的成就页中,您可以通过该页打印您的课程证书或将其添加到您的领英档案中。如果您只想阅读和查看课程内容,可以免费旁听课程。

  • 如果订阅,您可以获得 7 天免费试听,在此期间,您可以取消课程,无需支付任何罚金。在此之后,我们不会退款,但您可以随时取消订阅。请阅读我们完整的退款政策

  • 是的,Coursera 可以为无法承担费用的学生提供助学金。通过点击左侧“注册”按钮下的“助学金”链接可以申请助学金。您可以根据屏幕提示完成申请,申请获批后会收到通知。您需要针对专项课程中的每一门课程完成上述步骤,包括毕业项目。了解更多

  • 此课程不提供大学学分,但部分大学可能会选择接受课程证书作为学分。查看您的合作院校,了解详情。Coursera 上的在线学位Mastertrack™ 证书提供获得大学学分的机会。

还有其他问题吗?请访问 学生帮助中心