課程信息
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第 1 門課程(共 5 門)

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

根據您的日程表重置截止日期。

中級

完成時間大約為22 小時

建議:4 weeks, 3-5 hours per week. ...

英語(English)

字幕:英語(English), 越南語

第 1 門課程(共 5 門)

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

根據您的日程表重置截止日期。

中級

完成時間大約為22 小時

建議:4 weeks, 3-5 hours per week. ...

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
完成時間為 4 小時

Module 1 - Effective Sales Planning

17 個視頻 (總計 74 分鐘), 7 個閱讀材料, 6 個測驗
17 個視頻
Video 2 - Presenting Logan Padawan - The new sales manager49
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 marketing49
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 cycle36
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 Jedi54
7 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
6 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
完成時間為 5 小時

Module 2 - Strategic Sales Planning

24 個視頻 (總計 116 分鐘), 8 個閱讀材料, 7 個測驗
24 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 leadership53
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
8 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
7 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
完成時間為 2 小時

Module 3 - Customer-oriented Selling

9 個視頻 (總計 28 分鐘), 7 個閱讀材料, 4 個測驗
9 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
7 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
4 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
完成時間為 5 小時

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

2 個視頻 (總計 12 分鐘), 1 個閱讀材料, 1 個測驗
2 個視頻
Video 2 - Assignment developing process4分鐘
1 個閱讀材料
Reading: Printing & Graphics industry case40分鐘
4.6
28 個審閱Chevron Right

11%

通過此課程獲得實實在在的工作福利

11%

加薪或升職

來自Effective Sales – An Overview的熱門評論

創建者 JPJul 25th 2019

Great Course!!...\n\nThe concepts reviewed are so easy to understand and yet so critical to develop a proper Sales Strategy. It opens your mind to evaluate any sales challenge from different angles.

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.

講師

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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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Cesar Rodrigues

Specialist Professor
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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

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