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.
Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case.
The business case will bring a sales planning challenge, which is an adaptation of a real-life case. Learners will apply the concepts, models, and frameworks discussed in the Specialization to develop a proposition of sales plan guidelines, which may support a sales plan development.
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.
What is the refund policy?
If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.
Can I just enroll in a single course?
Yes! To get started, click the course card that interests you and enroll. You can enroll and complete the course to earn a shareable certificate, or you can audit it to view the course materials for free. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. Visit your learner dashboard to track your progress.
Is financial aid available?
Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.
Can I take the course for free?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. If you only want to read and view the course content, you can audit the course for free. If you cannot afford the fee, you can apply for financial aid.
Is this course really 100% online? Do I need to attend any classes in person?
This course is completely online, so there’s no need to show up to a classroom in person. You can access your lectures, readings and assignments anytime and anywhere via the web or your mobile device.
Will I earn university credit for completing the Specialization?
This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Check with your institution to learn more.
How long does it take to complete the Specialization?
This Specialization is comprised of 5 courses, and each of them is designed to take one month. Five months is the expected time to complete it.
What background knowledge is necessary?
For this specialization, you will need a general knowledge of business concepts, models, and tools. Learners don't need to have business administration certificate, though.
Professionals from many backgrounds, such as business administration, engineering, economics, accounting and applied social sciences are the typical learners of this specialization, just to mention some examples. Keep in mind that you may be from a different area, and still be prepared to take this Specialization with all the benefits you may get from doing it.
Do I need to take the courses in a specific order?
From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order.
What will I be able to do upon completing the Specialization?
Develop sales planning as a strategy roll-out process.
Apply intelligence analysis to support the integration of sales and strategy.
Propose a structure of the sales plan by applying selling models and frameworks.
Align Sales and Marketing functions to support the integration of sales with the strategy.
Develop the sales plan structure to guide the planning process