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第 4 門課程(共 5 門)

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完成時間大約為14 小時

英語(English)

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可分享的證書

完成後獲得證書

100% 在線

立即開始,按照自己的計劃學習。

第 4 門課程(共 5 門)

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14 小時

英語(English)

字幕:英語(English)

提供方

Fundação Instituto de Administração 徽標

Fundação Instituto de Administração

教學大綱 - 您將從這門課程中學到什麼

1

1

完成時間為 4 小時

MODULE 1 - Marketing Principles for Strategic Planning

完成時間為 4 小時
11 個視頻 (總計 63 分鐘), 12 個閱讀材料, 6 個測驗
11 個視頻
Video 1 - How to Market a Mousetrap7分鐘
Video 2 - Marketing Overview - A Brief History of Marketing6分鐘
Video 1 - Pricing Impact on Sales - Pt 14分鐘
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5分鐘
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7分鐘
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5分鐘
Video 1 - Place & Point of Sales5分鐘
Video 1 - Promotion & Advertising Allowances to Sales Force7分鐘
Video 1 - The Missing "P": The Role of Sales in Product Development7分鐘
Video 1 - Module 1 Wrap-up session2分鐘
12 個閱讀材料
Introducing the History of Marketing Theory and Practice10分鐘
Should Salespeople be given pricing authority?10分鐘
How to effectively avoid and handle objections based on value?10分鐘
Price Elasticity 101: The Necessities and Your Pricing Strategy10分鐘
The power of pricing10分鐘
The Profit Leakage: The Price Waterfall10分鐘
Book: Principles of Marketing10分鐘
Book: Principles of Marketing. Chapter 13.110分鐘
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10分鐘
The Costly Bargain of Trade Promotion10分鐘
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10分鐘
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10分鐘
6 個練習
Test your learning by doing this quiz12分鐘
Test your learning by doing this quiz16分鐘
Test your learning by doing this quiz8分鐘
Test your learning by doing this quiz8分鐘
Test your learning by doing this quiz10分鐘
Test your learning on this module topics, by doing this graded quiz30分鐘
2

2

完成時間為 2 小時

Module 2 - Sales & Marketing Harmonization

完成時間為 2 小時
5 個視頻 (總計 36 分鐘), 4 個閱讀材料, 3 個測驗
5 個視頻
Video 2 - What Sales thinks about marketers4分鐘
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9分鐘
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13分鐘
Video 1 - Sales & Marketing Harmonization Wrap-Up2分鐘
4 個閱讀材料
Sales and Marketing Integration: A Proposed Framework10分鐘
New Commercial Models: What's Working and what's not.10分鐘
Sales and Marketing Integration: A Proposed Framework10分鐘
Sales and Marketing Integration: A Proposed Framework10分鐘
3 個練習
Test your learning through this quiz12分鐘
Test your learning by doing this quiz16分鐘
Test your learning on this module topics, by doing this graded quiz30分鐘
3

3

完成時間為 4 小時

Module 3 - A Checklist On Sales & Marketing Integration

完成時間為 4 小時
9 個視頻 (總計 58 分鐘), 7 個閱讀材料, 4 個測驗
9 個視頻
Video 1 - Types of Misalignment4分鐘
Video 2 - Strategic Misalignment: Portfolio & Positioning7分鐘
Video 3 - Misalignment: Value & S&T6分鐘
Video 1 - Where does the misalignment reside?7分鐘
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5分鐘
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7分鐘
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8分鐘
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3分鐘
7 個閱讀材料
A Simple Way to Test Your Company’s Strategic Alignment10分鐘
The Ultimate Marketing Machine10分鐘
Ending the war between sales and marketing10分鐘
A Few Words About Jack Trout & Positioning8分鐘
Ending the war between sales and marketing10分鐘
Ending the war between sales and marketing10分鐘
Sales and Marketing Integration10分鐘
4 個練習
Test your learning through this practice quiz18分鐘
Practice quiz to test your learning26分鐘
Practice quiz - Lesson 312分鐘
Test your learning on this module topics, by doing this graded quiz30分鐘
4

4

完成時間為 4 小時

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

完成時間為 4 小時
4 個視頻 (總計 21 分鐘), 4 個閱讀材料, 1 個測驗
4 個視頻
Rodrigo Antunes, Chief Marketing Officer speaks6分鐘
Case: The Sales Point of View: Walter Miron5分鐘
Instructions for the assignment and peer-review3分鐘
4 個閱讀材料
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45分鐘
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分鐘
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分鐘
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10分鐘

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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