Über diesen Kurs
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Stufe „Mittel“

Englisch

Untertitel: Englisch, Vietnamesisch

100 % online

Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.

Flexible Fristen

Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.

Stufe „Mittel“

Englisch

Untertitel: Englisch, Vietnamesisch

Lehrplan - Was Sie in diesem Kurs lernen werden

Woche
1
4 Stunden zum Abschließen

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function.

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17 Videos (Gesamt 74 min), 7 Lektüren, 6 Quiz
17 Videos
Video 2 - Presenting Logan Padawan - The new sales manager49
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1m
Video 4 - The integration of strategy, marketing, and sales4m
Video 5 - Integrating Strategies: Company, Sales & Marketing8m
Video 6 - The Strategizer: our hub for sales strategy - Episode 113m
Video 1 - Xavier and Logan in: Selling is art or science1m
Video 2 - More science than art: Sales in focus6m
Video 1 - Xavier and Logan in: Stop fighting with marketing49
Video 2 - Marketing and Sales walk together3m
Video 3 - The Strategizer: our hub for sales strategy - Episode 210m
Video 1 - Xavier and Logan in: The sales strategy cycle36
Video 2 - The sales cycles - Part 15m
Video 3 - The sales cycles - Part 26m
Video 1 - Xavier and Logan in: Effective sales planning1m
Video 2 - Wrap Up - What Have We Learned?4m
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54
7 Lektüren
Strategic Sales Management - Specialization Overview10m
Integrating strategies: Company, Sales, and Marketing10m
The History of Professional Selling10m
A Brief History of Selling (Infographic)10m
The History of Selling (Infographic)10m
Ending the war between sales and marketing10m
Reading - Sales Strategy Cycle10m
6 praktische Übungen
Practice quiz: Overview on stategy, marketing and sales8m
Practice quiz: Integrating Strategies: Company, Sales & Marketing8m
Practice quiz: Overview on stategy, marketing and sales8m
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10m
Sales strategy cycle.12m
Final assignment for Effective Sales Plannning30m
Woche
2
5 Stunden zum Abschließen

Module 2 - Strategic Sales Planning

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment to the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan, and then the plan implementation and control.

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24 Videos (Gesamt 116 min), 8 Lektüren, 7 Quiz
24 Videos
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1m
Video 3 - Sales planning in alignment to corporate strategy6m
Video 4 - The Strategizer: our hub for sales strategy - Episode 313m
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1m
Video 2 - The convergence of company's and customers' interests5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 47m
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1m
Video 2 - Streamlining sales and industrial/services operations7m
Video 3 - The Strategizer: our hub for sales strategy - Episode 55m
Video 1 - Xavier and Logan in: Sales planning based on financials1m
Video 2 - Sales planning and financials - Part 15m
Video 3 - Sales planning and financials - Part 27m
Video 4 - The Strategizer: our hub for sales strategy - Episode 611m
Video 1 - Xavier and Logan in: Defining goals and targets1m
Video 2 - Fine-tuning goals and targets in sales planning3m
Video 3 - The Strategizer: our hub for sales strategy - Episode 76m
Video 1 - Xavier and Logan in: Sales performance management1m
Video 2 - Incentives, compensation, and performance management5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 85m
Video 1 - Xavier and Logan in: Sales leadership53
Video 2 - Leading salesforce development5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 95m
Video 4 - Strategic sales management - Wrap up session4m
8 Lektüren
Sales Planning: Integration with Corporate Strategy10m
Balancing Customer Service and Satisfaction10m
Streamlining Sales with Industrial Operations and Services Development10m
Sales planning and financial aspects10m
Sales planning and financial aspects (II)10m
Reading - Setting goals10m
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20m
Ethical leadership in the salesforce10m
7 praktische Übungen
Practice quiz: Aligning sales planning to corporate strategy10m
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4m
Practice quiz: Streamlining sales and operations8m
Strategic Sales Planning12m
Practice quiz: Establishing goals and targets6m
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4m
Strategic Sales Planning - Evaluation30m
Woche
3
2 Stunden zum Abschließen

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process.

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9 Videos (Gesamt 28 min), 7 Lektüren, 4 Quiz
9 Videos
Video 2 - Customer centric selling model explained3m
Video 3 - Why Customer Centric Selling3m
Video 1 - How the relationship between companies has changed and why it matters3m
Video 2 - A new model for a new environment5m
Video 1 - Xavier and Logan in: Long-term customers relationship1m
Video 2 - Long-term customers relationship4m
Video 1 - Why selling once won’t cut it anymore3m
Video 2 - Customer-centric selling - Wrap-up session2m
7 Lektüren
Customer-centric selling10m
Why Customer Centric Selling10m
Change in relationship between companies - Why it matters10m
A new model for a new environment10m
Customer relationship: Implications of Customer centered sales10m
Selling once won't cut it anymore10m
Customer-centric selling wrap-up10m
4 praktische Übungen
Practice quiz: Customer-centric selling6m
Practice quiz: Change in relationship between companies - Why it matters6m
Practice quiz: Customer relationship: Implications of Customer centered sales6m
Graded quiz: Customer oriented selling30m
Woche
4
5 Stunden zum Abschließen

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

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company.

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2 Videos (Gesamt 12 min), 1 Lektüre, 1 Quiz
2 Videos
Video 2 - Assignment developing process4m
1 Lektüre
Reading: Printing & Graphics industry case40m
4.6
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Top reviews from Effective Sales – An Overview

von AJJan 2nd 2019

This is the course which teaches the student from the scratch and covers all the basic topics. Best course for a sales person.

von ZPDec 5th 2017

Very useful for me to build a structured knowledge about sales management.

Dozenten

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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

Über 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....

Über die Spezialisierung Strategic Sales Management

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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