课程信息
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Welcome to Course 5 – Strategic Sales Management Final Project. In this course, you’ll develop the final project of the specialization, which is an application of the whole set of concepts, models, frameworks, tools, and techniques discussed and practiced through the four previous courses. A business case provides the business context to serve as the reference to support your analyses regarding strategy, marketing, and sales integration. The case is adapted from a real-life experience. Having developed these analyses, you will follow the project instructions that lead you to the application of the concepts you have learned so far, and proceed to the sales planning processes to support the development of a sales guidelines, which will support the sales planning process in a later moment. The primary learning outcome of this course is to master concepts application to create sales guidelines, based on a structured analysis of a business case. The sales guidelines serve as the background of a sales plan structure, and they also connect the sales planning process to the strategy, at the same time that supports the development of a sales plan at a later moment. Whereas the sales plan structure may not be a detailed sales plan, it will provide all the aspects necessary to develop the sales plan later. The project will be peer-reviewed, and the instructions to develop it also bring the rubrics to develop the review....
Stacks
Globe

100% 在线课程

立即开始,按照自己的计划学习。
Calendar

可灵活调整截止日期

根据您的日程表重置截止日期。
Intermediate Level

中级

Clock

Approx. 28 hours to complete

建议:4 weeks, 3 to 5 hours per week...
Comment Dots

English

字幕:English...
Stacks
Globe

100% 在线课程

立即开始,按照自己的计划学习。
Calendar

可灵活调整截止日期

根据您的日程表重置截止日期。
Intermediate Level

中级

Clock

Approx. 28 hours to complete

建议:4 weeks, 3 to 5 hours per week...
Comment Dots

English

字幕:English...

教学大纲 - 您将从这门课程中学到什么

Week
1
Clock
完成时间为 2 小时

Module 1 - Strategy & Sales

In this module, you will review the concepts of Courses 1 & 2, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Effective Sales Overview (Course 1) and Sales Strategy (Course 2) in a particular business context - The printing and graphics industry case with the additional information of Supplement B....
Reading
4 个视频(共 11 分钟), 3 个阅读材料, 1 个测验
Video4 个视频
Video 2 - Opening Session2分钟
Video 3 - Assignment Overview2分钟
Video 4 - Closing Module 1 - Strategy & Sales2分钟
Reading3 个阅读材料
Final project assignment - General Instructions P110分钟
Business Case - Printing and Graphics20分钟
Case - Supplement B25分钟
Quiz1 个练习
Check your learning on the topics54分钟
Week
2
Clock
完成时间为 3 小时

Module 2 - Effective Sales Planning Through Strategic Analysis

In this Module 2, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement B) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development....
Reading
2 个视频(共 4 分钟), 3 个阅读材料, 1 个测验
Video2 个视频
Video 2 - Closing session - Module 21分钟
Reading3 个阅读材料
Business Case - Printing and Graphics15分钟
Case - Supplement B15分钟
Instructions for peer-reviewed assignment - Gap Analysis3分钟
Week
3
Clock
完成时间为 2 小时

Module 3 - Sales Models, frameworks, and Marketing Alignment

In this module, you will review the concepts of Courses 3 & 4, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Models and Frameworks (Course 3) and Sales & Marketing Alignment (Course 4) in a particular business context - The printing and graphics industry case with the additional information of Supplement C....
Reading
2 个视频(共 5 分钟), 2 个阅读材料, 1 个测验
Video2 个视频
Video 2 - Closing Session - Module 32分钟
Reading2 个阅读材料
Final Project - General instructions Part 210分钟
Case - Supplement C30分钟
Quiz1 个练习
Check your learning doing this quiz15分钟
Week
4
Clock
完成时间为 3 小时

Module 4 - Strategic Sales into Corporate Strategy

In this Module 4, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement C) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development. By the end of this Module, you will have proposed sales guidelines that cover most of the topics that relate to sales, marketing, and strategy. These guidelines comprise most of the guidance you will need to support the sales planning process, which eventually will generate the sales plan in a later moment. The final project of this specialization is not a sales plan; however, you'll have developed strategic sales guidelines that are crucial to support the sales plan development. At this point, it's important to mention again, most plans fail during the implementation and it happens because the processes follow the guidelines. If these guidelines are not good, the plan will not be good and the implementation will fail. Therefore, this final project is aimed at the development of the sales guidelines....
Reading
3 个视频(共 8 分钟), 3 个阅读材料, 1 个测验
Video3 个视频
Video 2 - Strategic Sales Management Specialization - Closing Video5分钟
Video 1 - Closing Video分钟
Reading3 个阅读材料
Business case - Printing and graphics10分钟
Case - Supplement C25分钟
Instructions for Course 5 | Module 2 Peer-reviewed assignment - Gap Analysis30分钟

讲师

Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program

Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program

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

常见问题

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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