Über diesen Kurs
8,138 kürzliche Aufrufe

100 % online

Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.

Flexible Fristen

Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.

Stufe „Mittel“

Ca. 21 Stunden zum Abschließen

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

Englisch

Untertitel: Englisch

100 % online

Beginnen Sie sofort und lernen Sie in Ihrem eigenen Tempo.

Flexible Fristen

Setzen Sie Fristen gemäß Ihrem Zeitplan zurück.

Stufe „Mittel“

Ca. 21 Stunden zum Abschließen

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

Englisch

Untertitel: Englisch

Lehrplan - Was Sie in diesem Kurs lernen werden

Woche
1
5 Stunden zum Abschließen

Module 1 - Sales Management

10 Videos (Gesamt 67 min), 14 Lektüren, 7 Quiz
10 Videos
Video 1 - Planning your sales: Operational variables4m
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17m
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24m
Video 1 - The Leadership Role in Sales6m
Video 1 - The Strategizer: Episode 108m
Video 1 - Resource Allocation7m
Video 1 - Performance Management7m
Video 1 - Post-sales Framework7m
Video 2 - Closing Module 1: Sales Management3m
14 Lektüren
Planning your sales: Operational variables10m
How to Succeed at Key Account Management10m
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10m
The Flaw in Customer Lifetime Value10m
Key Account Management10m
The 7 Attributes of the Most Effective Sales Leaders10m
Looking beyond technology to drive sales operations10m
Getting more from your training programs10m
BCG Classics Revisited: The Growth Share Matrix10m
Selling Power Magazine - 500 Largest Sales Forces in 2016.10m
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10m
Infographic: Customer acquisition vs. retention costs10m
Relationship Selling May Feel Good But It Doesn’t Really Work10m
Selling is not about relationships10m
7 praktische Übungen
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4m
Practice quiz: Key Account Management14m
Practice quiz: Leadership in sales6m
Practice quiz: Sales training4m
Practice quiz: Resource allocation in sales10m
Practice quiz: Performance management8m
Graded quiz: Sales Management45m
Woche
2
4 Stunden zum Abschließen

Module 2 - Selling Models and Frameworks

11 Videos (Gesamt 60 min), 12 Lektüren, 6 Quiz
11 Videos
Video 1 - Customer Centric Model4m
Video 1 - PSS Model (Professional Selling Skills)6m
Video 2: PSS – Presentation & Objections handling5m
Video 3 - PSS - Closing3m
Video 1 - Relationship Selling Model4m
Video 1 - SPIN Selling P13m
Video 2 - SPIN Selling P25m
Video 1 -The three stages of a Sales call10m
Video 1 - Conceptual Selling - Miller-Heiman Model6m
Video 2 - Closing Module 2: Selling Models and Frameworks4m
12 Lektüren
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10m
Customer-Centric Model10m
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10m
Who Duplicates Success Better Than Xerox?10m
5 Amazing Ways to Build Rapport During B2B Sales Calls10m
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10m
Spin Selling - A Summary. Selling & Persuasion Techniques.10m
If you are not SPIN selling is time to start.10m
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10m
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10m
7 Popular Sales Methodologies Summarized10m
Reviewing Basics of Conceptual Selling10m
6 praktische Übungen
Practice quiz: Consultative Selling Model8m
Practice quiz: Professional Selling Model - PSS14m
Practice quiz: Relationship Selling Model4m
Practice quiz: SPIN Selling8m
Practice quiz: The 3 Stages of a Sales Call4m
Assignment quiz: Selling Models and Frameworks30m
Woche
3
4 Stunden zum Abschließen

module 3 - Soft Skills

10 Videos (Gesamt 59 min), 10 Lektüren, 5 Quiz
10 Videos
Video 2 - Influence and Sales4m
Video 3 - Body Language5m
Video 4 - NLP Topics5m
Video 1 - Physiological variables and how thay affect Sales7m
Video 2 - Psychological variables and how they affect Sales6m
Video 1 - Customer Engagement4m
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6m
Video 1 - Sales Closing7m
Video 2 - Closing Module 3: Soft Skills5m
10 Lektüren
Cognitive Bias and communication10m
Influence and Sales10m
Body Language10m
NLP Topics10m
Physiological variables and how they affect Sales10m
Psychological variables and how they affect Sales10m
B2Bs' Customer Base at Risk10m
Top five sales negotiations mistakes10m
Close the Sale: Techniques10m
Why sales reps talk too much10m
5 praktische Übungen
Practice quiz: Communications8m
Practice quiz: Physiological & Psychological Aspects6m
Practice quiz: Customer Engagement6m
Practice quiz: Negotitation4m
Graded quiz: Soft Skills35m
Woche
4
3 Stunden zum Abschließen

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

2 Videos (Gesamt 16 min), 1 Quiz
2 Videos
Video 2 - Course 3: Assignment developing process7m
4.6
4 BewertungenChevron Right

Top-Bewertungen von Models & Frameworks to Support Sales Planning

von ABMay 17th 2018

Dear All, course ontent was very relevant, but the peer assignment very confusing. Thanks for the attention.

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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Edson Ito

Specialist Professor
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Cesar Rodrigues

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 den 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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