課程信息
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第 2 門課程(共 5 門)

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中級

完成時間大約為18 小時

建議:4 weeks, 2-4 hours per week. ...

英語(English)

字幕:英語(English)

第 2 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, 2-4 hours per 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 4 小時

Module 1 - Sales intelligence

Welcome to Sales Strategy module. In this module, we discuss the use of intelligence analysis methods to support the sales functions, such as planning and sales operations management. We discuss the benefits of the application of intelligence analysis methods, and how this approach contributes to the sales planning process, by developing this process with a strategic view. The primary learning outcome from this module goes through two essential aspects. The first one is on the awareness front, in the sense that a sales professional would benefit from knowing that intelligence analysis may contribute to the planning process. The second aspect is that the awareness of this benefit leads sales professionals to keep attention to the methods, models, tools, and techniques regarding intelligence analysis. Eventually, they will practice the methods, which will support the development of the sales plan, with an integration of strategy and sales. This course has been developed by prof. Edson Ito with an active participation of Rosangela Ito. Rosangela Ito (MBA) is a specialist in Strategy & Competitive Intelligence, Marketing, and Strategic Partnerships. She has an extensive experience in strategy, international M&A, strategic benchmarking, competitive intelligence, strategic partnerships, brand licensing. She also has an International Certification in Competitive Intelligence at the Fuld Academy of Competitive Intelligence.

...
13 個視頻 (總計 54 分鐘), 12 個閱讀材料, 5 個測驗
13 個視頻
Video 1 - Traditional Sales2分鐘
Video 2 - Strategic Sales4分鐘
Video 1 - Importance of informed decision making4分鐘
Video 1 - The Intelligence Problem Definition in Sales3分鐘
Video 2 - The Information Gathering Cycle4分鐘
Video 1 - The Intelligence Cycle3分鐘
Video 2 - KIT & KIQs4分鐘
Video 3 - Information Gathering8分鐘
Video 4 - Analysis5分鐘
Video 5 - Dissemination4分鐘
Sales Intelligence Tools and Techniques2分鐘
Vídeo 2 - Closing Module 1: Sales Intelligence3分鐘
12 個閱讀材料
Competitive Intelligence10分鐘
Tradicional Sales10分鐘
Strategic Sales10分鐘
On the importance of informed decision making10分鐘
The Intelligence Problem Definition in Sales10分鐘
The Information Gathering Cycle10分鐘
The Intelligence Cycle10分鐘
KIT & KIQs10分鐘
Information Gathering10分鐘
Analysis10分鐘
Dissemination10分鐘
Sales Intelligence Tools and Techniques10分鐘
5 個練習
Practice quiz: From traditional to strategic sales planning6分鐘
Practice quiz: Sales intelligence6分鐘
Practice quiz: Problem definition and information gathering6分鐘
Practice quiz: The intelligence cycle6分鐘
Graded quiz: Sales Strategy35分鐘
2
完成時間為 3 小時

Module 2 - Applying intelligence to understand your strategic context

Welcome to the module dedicated to applying intelligence analysis to understand the strategic context. This module is about going through a practical view of how to apply concepts, models, tools, and techniques related to intelligence analysis, with emphasis to support understanding the strategic context, and how it relates to sales. This module is a natural next step from the previous module, which was focused on the awareness of the benefits of intelligence analysis to the sales planning and management functions. In this module, we’ll discuss the application of intelligence analysis on the external environment. From a sales perspective, the discussion will go through the internal environment analysis and the implications of the external environment analysis outcomes on the internal environment. The convergence of the deeper knowledge about the external environment with the internal environment analysis contributes to the improvement of the sales planning process, and this is the primary learning outcome of this module.

...
10 個視頻 (總計 53 分鐘), 9 個閱讀材料, 5 個測驗
10 個視頻
Video 2 - The role of sales6分鐘
Video 1 - How the external environment shape the sales potential5分鐘
Video 2 - The complexity of the external environment4分鐘
Video 3 - Monitoring Approaches7分鐘
Video 1 - Implications of external changes in competitive strategy4分鐘
Video 2 - On the need to adjust strategy4分鐘
Video 1- Internal analysis and implications on sales7分鐘
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2分鐘
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4分鐘
9 個閱讀材料
Relationship between Sales and Strategy10分鐘
The role of Sales10分鐘
How the external environment shapes the sales potential10分鐘
The Complexity of the External Environment10分鐘
Monitoring Approaches10分鐘
Implications of external changes in competitive strategy10分鐘
The need to introduce changes in the strategies10分鐘
Internal analysis and implications on sales10分鐘
Bridging the gap between strategy and sales by applying intelligence analysis10分鐘
5 個練習
Practice quiz: Strategy to Sales through intelligence analysis6分鐘
Practice quiz: External environment6分鐘
Practice quiz: Implications of external environment in competitive analysis6分鐘
Practice quiz: Internal analysis and implications on sales4分鐘
Graded quiz: Applying intelligence to understand your strategic context30分鐘
3
完成時間為 4 小時

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

Welcome to module 3 – Intelligence analytical tools and techniques to support the sales strategy. At this point of the course, we already have an awareness of the effectiveness of intelligence analysis to improve sales planning process. Also, we have a conceptual understanding of how intelligence analysis can support the external environment assessment and the connection between the external and internal environment. Now it’s time to dedicate some efforts in the analytical tools and techniques, with the recommendations on how to apply them, and the use of their outcomes in the sales planning and management processes. This module primary learning outcome is the knowledge of the different analytical tools and techniques, and how they can contribute to the sales planning and management processes. We’ll discuss the tools and techniques, the recommendations of how to apply them, and the applicability of the tools and techniques analyses outcomes in the sales planning process.

...
13 個視頻 (總計 61 分鐘), 12 個閱讀材料, 3 個測驗
13 個視頻
Video 2 - 5 Forces Analysis4分鐘
Video 3 - STEEP Analysis3分鐘
Video 4 - 4 Corners Analysis - Oriented to Competitors5分鐘
Video 5 - 4 Corners Analysis – Oriented to Clients4分鐘
Video 6 - Value Chain Analysis6分鐘
Video 7 - VRIO Analysis5分鐘
Video 8 - Demand estimation5分鐘
Video 9 - Probability of Victory Analysis3分鐘
Video 10 - Win Loss Analysis4分鐘
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3分鐘
Video 1 - War Game3分鐘
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3分鐘
12 個閱讀材料
Importance of analytical tools10分鐘
5 Forces analysis10分鐘
Steep Analysis10分鐘
Corners Analysis - Oriented to competitors10分鐘
4 Corners Analysis – Oriented to Clients10分鐘
Value Chain Analysis10分鐘
VRIO Analysis10分鐘
Demand estimation10分鐘
Probability of Victory Analysis10分鐘
Win-Loss Analysis10分鐘
Integrating intelligence analysis outcomes to sales planning10分鐘
War Game10分鐘
3 個練習
Practice quiz: Analytical Techniques6分鐘
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.6分鐘
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30分鐘
4
完成時間為 2 小時

Module 4 - Strategic sales Management in action – joining intelligence in your journey

Welcome to module 4 – Intelligence analytical tools and techniques in practice. This module guides you to develop the final assignment of Course 2: Sales Strategy. The challenge of the assignment is to develop analyses regarding sales functions, by applying intelligence analytical tools and techniques. We use a case to bring business context that describes a real-life experience, and the case presents challenging issues that involve strategic and sales scopes. You’ll be required to apply the concepts discussed in the modules of the course 2, and come out with propositions of approaches. The proposition has to be supported by your reasoning, which should be the consequence of the analyses you develop applying the tools and techniques discussed in Course 2.

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2 個視頻 (總計 13 分鐘), 1 個閱讀材料, 1 個測驗
2 個視頻
Video 2 - Assingment developing process7分鐘
1 個閱讀材料
CASE HELVETIA BRAZIL - SALES DECISIONS10分鐘
4.5
10 個審閱Chevron Right

來自销售策略的熱門評論

創建者 ASOct 9th 2018

great contents and excellent presenter. He is clearly providing the information in a easy way

創建者 MPSep 20th 2018

Finally some practical tools to use in sales strategies! Loved it.

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

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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