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Models & Frameworks to Support Sales Planning

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Models & Frameworks to Support Sales Planning

Fundação Instituto de Administração

Informações sobre o curso: Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology. At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied. In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions. Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order. We look forward to having you during the course modules and lessons.

Para quem é direcionado este curso: This course is designed for professionals who seek improvement in the sales planning process, with an emphasis on intelligence analysis application to support a strategic view of sales planning. The professionals who benefit from taking this specialization are among: They are new managers who have just been promoted to a sales manager position. They have been assigned to broader and new set of responsibilities within the company, in the sales area. They might be interested or already have been experiencing challenges to integrating with other areas of the company, such as marketing and finance. They are product managers who must integrate product management and sales management. They are interested in going further in sales management, with emphasis on a strategic approach. They are looking for sales and marketing positions in other companies. They adopt a lifelong-learning approach to their careers and build a portfolio of expertise proactively.


Desenvolvido por:  Fundação Instituto de Administração
Fundação Instituto de Administração

  • Nelson Yoshida

    Ministrado por:  Nelson Yoshida, Ph.D., MBA, B.Eng.

    FIA Profuturo – Futures Studies Program

  • Samantha Mazzero

    Ministrado por:  Samantha Mazzero, MSc, MBA, BS Math

    FIA Profuturo – Futures Studies Program

  • Edson Ito

    Ministrado por:  Edson Ito, Specialist Professor


  • Cesar Rodrigues

    Ministrado por:  Cesar Rodrigues, Specialist Professor

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Informações básicas
Curso 3 de 5 no Strategic Sales Management Specialization
NívelIntermediate
Compromisso4 weeks to finish the Course | 2.2 to 4.0 hours/week
Idioma
English
Como ser aprovadoSeja aprovado em todas as tarefas para concluir o curso.
Programa
SEMANA 1
Module 1 - Sales Management
Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan.
10 vídeos, 14 leituras, 6 questionários de prática
  1. Vídeo: Video 0 - Introduction to Course 3
  2. Vídeo: Video 1 - Planning your sales: Operational variables
  3. Reading: Planning your sales: Operational variables
  4. Practice Quiz: Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts
  5. Vídeo: Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 1
  6. Reading: How to Succeed at Key Account Management
  7. Reading: Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School
  8. Reading: The Flaw in Customer Lifetime Value
  9. Vídeo: Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 2
  10. Reading: Key Account Management
  11. Practice Quiz: Practice quiz: Key Account Management
  12. Vídeo: Video 1 - The Leadership Role in Sales
  13. Reading: The 7 Attributes of the Most Effective Sales Leaders
  14. Reading: Looking beyond technology to drive sales operations
  15. Practice Quiz: Practice quiz: Leadership in sales
  16. Vídeo: Video 1 - The Strategizer: Episode 10
  17. Reading: Getting more from your training programs
  18. Practice Quiz: Practice quiz: Sales training
  19. Vídeo: Video 1 - Resource Allocation
  20. Reading: BCG Classics Revisited: The Growth Share Matrix
  21. Reading: Selling Power Magazine - 500 Largest Sales Forces in 2016.
  22. Practice Quiz: Practice quiz: Resource allocation in sales
  23. Vídeo: Video 1 - Performance Management
  24. Reading: The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why
  25. Practice Quiz: Practice quiz: Performance management
  26. Vídeo: Video 1 - Post-sales Framework
  27. Reading: Infographic: Customer acquisition vs. retention costs
  28. Reading: Relationship Selling May Feel Good But It Doesn’t Really Work
  29. Reading: Selling is not about relationships
  30. Vídeo: Video 2 - Closing Module 1: Sales Management
Nota atribuída: Graded quiz: Sales Management
SEMANA 2
Module 2 - Selling Models and Frameworks
Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations.
11 vídeos, 12 leituras, 5 questionários de prática
  1. Vídeo: Video 1 - Consultative Selling Model
  2. Reading: Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
  3. Practice Quiz: Practice quiz: Consultative Selling Model
  4. Vídeo: Video 1 - Customer Centric Model
  5. Reading: Customer-Centric Model
  6. Vídeo: Video 1 - PSS Model (Professional Selling Skills)
  7. Reading: Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts
  8. Vídeo: Video 2: PSS – Presentation & Objections handling
  9. Reading: Who Duplicates Success Better Than Xerox?
  10. Vídeo: Video 3 - PSS - Closing
  11. Practice Quiz: Practice quiz: Professional Selling Model - PSS
  12. Vídeo: Video 1 - Relationship Selling Model
  13. Reading: 5 Amazing Ways to Build Rapport During B2B Sales Calls
  14. Reading: Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors
  15. Practice Quiz: Practice quiz: Relationship Selling Model
  16. Vídeo: Video 1 - SPIN Selling P1
  17. Reading: Spin Selling - A Summary. Selling & Persuasion Techniques.
  18. Vídeo: Video 2 - SPIN Selling P2
  19. Reading: If you are not SPIN selling is time to start.
  20. Practice Quiz: Practice quiz: SPIN Selling
  21. Vídeo: Video 1 -The three stages of a Sales call
  22. Reading: Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.
  23. Reading: Analysis leads to action - Malcom Fleschner. Selling Power Magazine.
  24. Practice Quiz: Practice quiz: The 3 Stages of a Sales Call
  25. Vídeo: Video 1 - Conceptual Selling - Miller-Heiman Model
  26. Reading: 7 Popular Sales Methodologies Summarized
  27. Reading: Reviewing Basics of Conceptual Selling
  28. Vídeo: Video 2 - Closing Module 2: Selling Models and Frameworks
Nota atribuída: Assignment quiz: Selling Models and Frameworks
SEMANA 3
module 3 - Soft Skills
Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise.
10 vídeos, 10 leituras, 4 questionários de prática
  1. Vídeo: Video 1 - Cognitive Bias and communications
  2. Reading: Cognitive Bias and communication
  3. Vídeo: Video 2 - Influence and Sales
  4. Reading: Influence and Sales
  5. Vídeo: Video 3 - Body Language
  6. Reading: Body Language
  7. Vídeo: Video 4 - NLP Topics
  8. Reading: NLP Topics
  9. Practice Quiz: Practice quiz: Communications
  10. Vídeo: Video 1 - Physiological variables and how thay affect Sales
  11. Reading: Physiological variables and how they affect Sales
  12. Vídeo: Video 2 - Psychological variables and how they affect Sales
  13. Reading: Psychological variables and how they affect Sales
  14. Practice Quiz: Practice quiz: Physiological & Psychological Aspects
  15. Vídeo: Video 1 - Customer Engagement
  16. Reading: B2Bs' Customer Base at Risk
  17. Practice Quiz: Practice quiz: Customer Engagement
  18. Vídeo: Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro
  19. Reading: Top five sales negotiations mistakes
  20. Practice Quiz: Practice quiz: Negotitation
  21. Vídeo: Video 1 - Sales Closing
  22. Reading: Close the Sale: Techniques
  23. Reading: Why sales reps talk too much
  24. Vídeo: Video 2 - Closing Module 3: Soft Skills
Nota atribuída: Graded quiz: Soft Skills
SEMANA 4
Module 4 - Strategic Sales Management In Action – the journey goes on
Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment.
2 vídeos
  1. Vídeo: Video 1 - Course 3: Assignment developing process
  2. Vídeo: Video 2 - Course 3: Assignment developing process
Nota atribuída: Leadership Challenge: Logan’s team developing planning

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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.
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