Informações sobre o curso
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Learner Career Outcomes

20%

consegui um benefício significativo de carreira com este curso

20%

recebi um aumento ou promoção

100% on-line

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Nível intermediário

Aprox. 22 horas para completar

Sugerido: 4 weeks, 3-5 hours per week. ...

Inglês

Legendas: Inglês, Vietnamita

Learner Career Outcomes

20%

consegui um benefício significativo de carreira com este curso

20%

recebi um aumento ou promoção

100% on-line

Comece imediatamente e aprenda em seu próprio cronograma.

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.

Nível intermediário

Aprox. 22 horas para completar

Sugerido: 4 weeks, 3-5 hours per week. ...

Inglês

Legendas: Inglês, Vietnamita

Programa - O que você aprenderá com este curso

Semana
1
4 horas para concluir

Module 1 - Effective Sales Planning

17 vídeos (Total 74 mín.), 7 leituras, 6 testes
17 videos
Video 2 - Presenting Logan Padawan - The new sales manager49s
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1min
Video 4 - The integration of strategy, marketing, and sales4min
Video 5 - Integrating Strategies: Company, Sales & Marketing8min
Video 6 - The Strategizer: our hub for sales strategy - Episode 113min
Video 1 - Xavier and Logan in: Selling is art or science1min
Video 2 - More science than art: Sales in focus6min
Video 1 - Xavier and Logan in: Stop fighting with marketing49s
Video 2 - Marketing and Sales walk together3min
Video 3 - The Strategizer: our hub for sales strategy - Episode 210min
Video 1 - Xavier and Logan in: The sales strategy cycle36s
Video 2 - The sales cycles - Part 15min
Video 3 - The sales cycles - Part 26min
Video 1 - Xavier and Logan in: Effective sales planning1min
Video 2 - Wrap Up - What Have We Learned?4min
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54s
7 leituras
Strategic Sales Management - Specialization Overview10min
Integrating strategies: Company, Sales, and Marketing10min
The History of Professional Selling10min
A Brief History of Selling (Infographic)10min
The History of Selling (Infographic)10min
Ending the war between sales and marketing10min
Reading - Sales Strategy Cycle10min
6 exercícios práticos
Practice quiz: Overview on stategy, marketing and sales8min
Practice quiz: Integrating Strategies: Company, Sales & Marketing8min
Practice quiz: Overview on stategy, marketing and sales8min
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10min
Sales strategy cycle.12min
Final assignment for Effective Sales Plannning30min
Semana
2
5 horas para concluir

Module 2 - Strategic Sales Planning

24 vídeos (Total 116 mín.), 8 leituras, 7 testes
24 videos
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1min
Video 3 - Sales planning in alignment to corporate strategy6min
Video 4 - The Strategizer: our hub for sales strategy - Episode 313min
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1min
Video 2 - The convergence of company's and customers' interests5min
Video 3 - The Strategizer: our hub for sales strategy - Episode 47min
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1min
Video 2 - Streamlining sales and industrial/services operations7min
Video 3 - The Strategizer: our hub for sales strategy - Episode 55min
Video 1 - Xavier and Logan in: Sales planning based on financials1min
Video 2 - Sales planning and financials - Part 15min
Video 3 - Sales planning and financials - Part 27min
Video 4 - The Strategizer: our hub for sales strategy - Episode 611min
Video 1 - Xavier and Logan in: Defining goals and targets1min
Video 2 - Fine-tuning goals and targets in sales planning3min
Video 3 - The Strategizer: our hub for sales strategy - Episode 76min
Video 1 - Xavier and Logan in: Sales performance management1min
Video 2 - Incentives, compensation, and performance management5min
Video 3 - The Strategizer: our hub for sales strategy - Episode 85min
Video 1 - Xavier and Logan in: Sales leadership53s
Video 2 - Leading salesforce development5min
Video 3 - The Strategizer: our hub for sales strategy - Episode 95min
Video 4 - Strategic sales management - Wrap up session4min
8 leituras
Sales Planning: Integration with Corporate Strategy10min
Balancing Customer Service and Satisfaction10min
Streamlining Sales with Industrial Operations and Services Development10min
Sales planning and financial aspects10min
Sales planning and financial aspects (II)10min
Reading - Setting goals10min
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20min
Ethical leadership in the salesforce10min
7 exercícios práticos
Practice quiz: Aligning sales planning to corporate strategy10min
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4min
Practice quiz: Streamlining sales and operations8min
Strategic Sales Planning12min
Practice quiz: Establishing goals and targets6min
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4min
Strategic Sales Planning - Evaluation30min
Semana
3
2 horas para concluir

Module 3 - Customer-oriented Selling

9 vídeos (Total 28 mín.), 7 leituras, 4 testes
9 videos
Video 2 - Customer centric selling model explained3min
Video 3 - Why Customer Centric Selling3min
Video 1 - How the relationship between companies has changed and why it matters3min
Video 2 - A new model for a new environment5min
Video 1 - Xavier and Logan in: Long-term customers relationship1min
Video 2 - Long-term customers relationship4min
Video 1 - Why selling once won’t cut it anymore3min
Video 2 - Customer-centric selling - Wrap-up session2min
7 leituras
Customer-centric selling10min
Why Customer Centric Selling10min
Change in relationship between companies - Why it matters10min
A new model for a new environment10min
Customer relationship: Implications of Customer centered sales10min
Selling once won't cut it anymore10min
Customer-centric selling wrap-up10min
4 exercícios práticos
Practice quiz: Customer-centric selling6min
Practice quiz: Change in relationship between companies - Why it matters6min
Practice quiz: Customer relationship: Implications of Customer centered sales6min
Graded quiz: Customer oriented selling30min
Semana
4
5 horas para concluir

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

2 vídeos (Total 12 mín.), 1 leitura, 1 teste
2 videos
Video 2 - Assignment developing process4min
1 leituras
Reading: Printing & Graphics industry case40min
4.5
30 avaliaçõesChevron Right

Principais avaliações do Effective Sales – An Overview

por JPJul 25th 2019

Great Course!!...\n\nThe concepts reviewed are so easy to understand and yet so critical to develop a proper Sales Strategy. It opens your mind to evaluate any sales challenge from different angles.

por ECMay 17th 2018

I really enjoy that course, it provides not only information, bur also a lot of clues where to dig deeper to become a Sales Professional.

Instrutores

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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

Sobre 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....

Sobre Programa de cursos integrados 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

Perguntas Frequentes – FAQ

  • Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.

  • Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.

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