課程信息
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第 3 門課程(共 5 門)

100% 在線

立即開始,按照自己的計劃學習。

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中級

完成時間大約為18 小時

建議:4 weeks to finish the Course | 2.2 to 4.0 hours/week...

英語(English)

字幕:英語(English)

第 3 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18 小時

建議:4 weeks to finish the Course | 2.2 to 4.0 hours/week...

英語(English)

字幕:英語(English)

教學大綱 - 您將從這門課程中學到什麼

1
完成時間為 5 小時

Module 1 - Sales Management

Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan.

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10 個視頻 (總計 67 分鐘), 14 個閱讀材料, 7 個測驗
10 個視頻
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24分鐘
Video 1 - The Leadership Role in Sales6分鐘
Video 1 - The Strategizer: Episode 108分鐘
Video 1 - Resource Allocation7分鐘
Video 1 - Performance Management7分鐘
Video 1 - Post-sales Framework7分鐘
Video 2 - Closing Module 1: Sales Management3分鐘
14 個閱讀材料
Planning your sales: Operational variables10分鐘
How to Succeed at Key Account Management10分鐘
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10分鐘
The Flaw in Customer Lifetime Value10分鐘
Key Account Management10分鐘
The 7 Attributes of the Most Effective Sales Leaders10分鐘
Looking beyond technology to drive sales operations10分鐘
Getting more from your training programs10分鐘
BCG Classics Revisited: The Growth Share Matrix10分鐘
Selling Power Magazine - 500 Largest Sales Forces in 2016.10分鐘
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10分鐘
Infographic: Customer acquisition vs. retention costs10分鐘
Relationship Selling May Feel Good But It Doesn’t Really Work10分鐘
Selling is not about relationships10分鐘
7 個練習
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4分鐘
Practice quiz: Key Account Management14分鐘
Practice quiz: Leadership in sales6分鐘
Practice quiz: Sales training4分鐘
Practice quiz: Resource allocation in sales10分鐘
Practice quiz: Performance management8分鐘
Graded quiz: Sales Management45分鐘
2
完成時間為 4 小時

Module 2 - Selling Models and Frameworks

Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations.

...
11 個視頻 (總計 60 分鐘), 12 個閱讀材料, 6 個測驗
11 個視頻
Video 2: PSS – Presentation & Objections handling5分鐘
Video 3 - PSS - Closing3分鐘
Video 1 - Relationship Selling Model4分鐘
Video 1 - SPIN Selling P13分鐘
Video 2 - SPIN Selling P25分鐘
Video 1 -The three stages of a Sales call10分鐘
Video 1 - Conceptual Selling - Miller-Heiman Model6分鐘
Video 2 - Closing Module 2: Selling Models and Frameworks4分鐘
12 個閱讀材料
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10分鐘
Customer-Centric Model10分鐘
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10分鐘
Who Duplicates Success Better Than Xerox?10分鐘
5 Amazing Ways to Build Rapport During B2B Sales Calls10分鐘
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10分鐘
Spin Selling - A Summary. Selling & Persuasion Techniques.10分鐘
If you are not SPIN selling is time to start.10分鐘
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10分鐘
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10分鐘
7 Popular Sales Methodologies Summarized10分鐘
Reviewing Basics of Conceptual Selling10分鐘
6 個練習
Practice quiz: Consultative Selling Model8分鐘
Practice quiz: Professional Selling Model - PSS14分鐘
Practice quiz: Relationship Selling Model4分鐘
Practice quiz: SPIN Selling8分鐘
Practice quiz: The 3 Stages of a Sales Call4分鐘
Assignment quiz: Selling Models and Frameworks30分鐘
3
完成時間為 4 小時

module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise.

...
10 個視頻 (總計 59 分鐘), 10 個閱讀材料, 5 個測驗
10 個視頻
Video 4 - NLP Topics5分鐘
Video 1 - Physiological variables and how thay affect Sales7分鐘
Video 2 - Psychological variables and how they affect Sales6分鐘
Video 1 - Customer Engagement4分鐘
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6分鐘
Video 1 - Sales Closing7分鐘
Video 2 - Closing Module 3: Soft Skills5分鐘
10 個閱讀材料
Cognitive Bias and communication10分鐘
Influence and Sales10分鐘
Body Language10分鐘
NLP Topics10分鐘
Physiological variables and how they affect Sales10分鐘
Psychological variables and how they affect Sales10分鐘
B2Bs' Customer Base at Risk10分鐘
Top five sales negotiations mistakes10分鐘
Close the Sale: Techniques10分鐘
Why sales reps talk too much10分鐘
5 個練習
Practice quiz: Communications8分鐘
Practice quiz: Physiological & Psychological Aspects6分鐘
Practice quiz: Customer Engagement6分鐘
Practice quiz: Negotitation4分鐘
Graded quiz: Soft Skills35分鐘
4
完成時間為 3 小時

Module 4 - Strategic Sales Management In Action – the journey goes on

Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment.

...
2 個視頻 (總計 16 分鐘), 1 個測驗

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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Edson Ito

Specialist Professor
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Cesar Rodrigues

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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