課程信息
4.5
54 個評分
17 個審閱
專項課程

第 1 門課程(共 5 門),位於

100% 在線

100% 在線

立即開始,按照自己的計劃學習。
可靈活調整截止日期

可靈活調整截止日期

根據您的日程表重置截止日期。
中級

中級

完成時間(小時)

完成時間大約為22 小時

建議:4 weeks, 3-5 hours per week. ...
可選語言

英語(English)

字幕:英語(English), 越南語...
專項課程

第 1 門課程(共 5 門),位於

100% 在線

100% 在線

立即開始,按照自己的計劃學習。
可靈活調整截止日期

可靈活調整截止日期

根據您的日程表重置截止日期。
中級

中級

完成時間(小時)

完成時間大約為22 小時

建議:4 weeks, 3-5 hours per week. ...
可選語言

英語(English)

字幕:英語(English), 越南語...

教學大綱 - 您將從這門課程中學到什麼

1
完成時間(小時)
完成時間為 4 小時

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function....
Reading
17 個視頻(共 74 分鐘), 7 個閱讀材料, 6 個測驗
Video17 個視頻
Video 2 - Presenting Logan Padawan - The new sales manager分鐘
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1分鐘
Video 4 - The integration of strategy, marketing, and sales4分鐘
Video 5 - Integrating Strategies: Company, Sales & Marketing8分鐘
Video 6 - The Strategizer: our hub for sales strategy - Episode 113分鐘
Video 1 - Xavier and Logan in: Selling is art or science1分鐘
Video 2 - More science than art: Sales in focus6分鐘
Video 1 - Xavier and Logan in: Stop fighting with marketing分鐘
Video 2 - Marketing and Sales walk together3分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 210分鐘
Video 1 - Xavier and Logan in: The sales strategy cycle分鐘
Video 2 - The sales cycles - Part 15分鐘
Video 3 - The sales cycles - Part 26分鐘
Video 1 - Xavier and Logan in: Effective sales planning1分鐘
Video 2 - Wrap Up - What Have We Learned?4分鐘
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi分鐘
Reading7 個閱讀材料
Strategic Sales Management - Specialization Overview10分鐘
Integrating strategies: Company, Sales, and Marketing10分鐘
The History of Professional Selling10分鐘
A Brief History of Selling (Infographic)10分鐘
The History of Selling (Infographic)10分鐘
Ending the war between sales and marketing10分鐘
Reading - Sales Strategy Cycle10分鐘
Quiz6 個練習
Practice quiz: Overview on stategy, marketing and sales8分鐘
Practice quiz: Integrating Strategies: Company, Sales & Marketing8分鐘
Practice quiz: Overview on stategy, marketing and sales8分鐘
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10分鐘
Sales strategy cycle.12分鐘
Final assignment for Effective Sales Plannning30分鐘
2
完成時間(小時)
完成時間為 5 小時

Module 2 - Strategic Sales Planning

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment to the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan, and then the plan implementation and control. ...
Reading
24 個視頻(共 116 分鐘), 8 個閱讀材料, 7 個測驗
Video24 個視頻
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1分鐘
Video 3 - Sales planning in alignment to corporate strategy6分鐘
Video 4 - The Strategizer: our hub for sales strategy - Episode 313分鐘
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1分鐘
Video 2 - The convergence of company's and customers' interests5分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 47分鐘
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1分鐘
Video 2 - Streamlining sales and industrial/services operations7分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 55分鐘
Video 1 - Xavier and Logan in: Sales planning based on financials1分鐘
Video 2 - Sales planning and financials - Part 15分鐘
Video 3 - Sales planning and financials - Part 27分鐘
Video 4 - The Strategizer: our hub for sales strategy - Episode 611分鐘
Video 1 - Xavier and Logan in: Defining goals and targets1分鐘
Video 2 - Fine-tuning goals and targets in sales planning3分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 76分鐘
Video 1 - Xavier and Logan in: Sales performance management1分鐘
Video 2 - Incentives, compensation, and performance management5分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 85分鐘
Video 1 - Xavier and Logan in: Sales leadership分鐘
Video 2 - Leading salesforce development5分鐘
Video 3 - The Strategizer: our hub for sales strategy - Episode 95分鐘
Video 4 - Strategic sales management - Wrap up session4分鐘
Reading8 個閱讀材料
Sales Planning: Integration with Corporate Strategy10分鐘
Balancing Customer Service and Satisfaction10分鐘
Streamlining Sales with Industrial Operations and Services Development10分鐘
Sales planning and financial aspects10分鐘
Sales planning and financial aspects (II)10分鐘
Reading - Setting goals10分鐘
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20分鐘
Ethical leadership in the salesforce10分鐘
Quiz7 個練習
Practice quiz: Aligning sales planning to corporate strategy10分鐘
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4分鐘
Practice quiz: Streamlining sales and operations8分鐘
Strategic Sales Planning12分鐘
Practice quiz: Establishing goals and targets6分鐘
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4分鐘
Strategic Sales Planning - Evaluation30分鐘
3
完成時間(小時)
完成時間為 2 小時

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process....
Reading
9 個視頻(共 28 分鐘), 7 個閱讀材料, 4 個測驗
Video9 個視頻
Video 2 - Customer centric selling model explained3分鐘
Video 3 - Why Customer Centric Selling3分鐘
Video 1 - How the relationship between companies has changed and why it matters3分鐘
Video 2 - A new model for a new environment5分鐘
Video 1 - Xavier and Logan in: Long-term customers relationship1分鐘
Video 2 - Long-term customers relationship4分鐘
Video 1 - Why selling once won’t cut it anymore3分鐘
Video 2 - Customer-centric selling - Wrap-up session2分鐘
Reading7 個閱讀材料
Customer-centric selling10分鐘
Why Customer Centric Selling10分鐘
Change in relationship between companies - Why it matters10分鐘
A new model for a new environment10分鐘
Customer relationship: Implications of Customer centered sales10分鐘
Selling once won't cut it anymore10分鐘
Customer-centric selling wrap-up10分鐘
Quiz4 個練習
Practice quiz: Customer-centric selling6分鐘
Practice quiz: Change in relationship between companies - Why it matters6分鐘
Practice quiz: Customer relationship: Implications of Customer centered sales6分鐘
Graded quiz: Customer oriented selling30分鐘
4
完成時間(小時)
完成時間為 5 小時

Module 4 - Strategic Sales Management In Action: Our Journey Begins

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company....
Reading
2 個視頻(共 12 分鐘), 1 個閱讀材料, 1 個測驗
Video2 個視頻
Video 2 - Assignment developing process4分鐘
Reading1 個閱讀材料
Reading: Printing & Graphics industry case40分鐘
4.5
工作福利

83%

通過此課程獲得實實在在的工作福利
職業晉升

33%

加薪或升職

熱門審閱

創建者 ECMay 17th 2018

I really enjoy that course, it provides not only information, bur also a lot of clues where to dig deeper to become a Sales Professional.

創建者 AAAug 28th 2018

Personally speaking, this course is very useful for people that want to learn basic conceptos about sales. I really recommend it!

講師

Avatar

Nelson Yoshida

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

Samantha Mazzero

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

Cesar Rodrigues

Specialist Professor
Avatar

Edson Ito

Specialist Professor

關於 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....

關於 Strategic Sales Management 專項課程

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

常見問題

  • 注册以便获得证书后,您将有权访问所有视频、测验和编程作业(如果适用)。只有在您的班次开课之后,才可以提交和审阅同学互评作业。如果您选择在不购买的情况下浏览课程,可能无法访问某些作业。

  • 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。

還有其他問題嗎?請訪問 學生幫助中心