Informações sobre o curso

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Nível intermediário
Aprox. 22 horas para completar
Inglês
Certificados compartilháveis
Tenha o certificado após a conclusão
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
Inglês

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Fundação Instituto de Administração

Programa - O que você aprenderá com este curso

Semana
1

Semana 1

7 horas para concluir

Module 1 - Sales Management

7 horas para concluir
10 vídeos (Total 67 mín.), 14 leituras, 7 testes
10 videos
Video 1 - Planning your sales: Operational variables4min
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17min
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24min
Video 1 - The Leadership Role in Sales6min
Video 1 - The Strategizer: Episode 108min
Video 1 - Resource Allocation7min
Video 1 - Performance Management7min
Video 1 - Post-sales Framework7min
Video 2 - Closing Module 1: Sales Management3min
14 leituras
Planning your sales: Operational variables10min
How to Succeed at Key Account Management10min
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10min
The Flaw in Customer Lifetime Value10min
Key Account Management10min
The 7 Attributes of the Most Effective Sales Leaders10min
Looking beyond technology to drive sales operations10min
Getting more from your training programs10min
BCG Classics Revisited: The Growth Share Matrix10min
Selling Power Magazine - 500 Largest Sales Forces in 2016.10min
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10min
Infographic: Customer acquisition vs. retention costs10min
Relationship Selling May Feel Good But It Doesn’t Really Work10min
Selling is not about relationships10min
7 exercícios práticos
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts30min
Practice quiz: Key Account Management30min
Practice quiz: Leadership in sales30min
Practice quiz: Sales training30min
Practice quiz: Resource allocation in sales30min
Practice quiz: Performance management30min
Graded quiz: Sales Management45min
Semana
2

Semana 2

6 horas para concluir

Module 2 - Selling Models and Frameworks

6 horas para concluir
11 vídeos (Total 60 mín.), 12 leituras, 6 testes
11 videos
Video 1 - Customer Centric Model4min
Video 1 - PSS Model (Professional Selling Skills)6min
Video 2: PSS – Presentation & Objections handling5min
Video 3 - PSS - Closing3min
Video 1 - Relationship Selling Model4min
Video 1 - SPIN Selling P13min
Video 2 - SPIN Selling P25min
Video 1 -The three stages of a Sales call10min
Video 1 - Conceptual Selling - Miller-Heiman Model6min
Video 2 - Closing Module 2: Selling Models and Frameworks4min
12 leituras
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10min
Customer-Centric Model10min
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10min
Who Duplicates Success Better Than Xerox?10min
5 Amazing Ways to Build Rapport During B2B Sales Calls10min
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10min
Spin Selling - A Summary. Selling & Persuasion Techniques.10min
If you are not SPIN selling is time to start.10min
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10min
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10min
7 Popular Sales Methodologies Summarized10min
Reviewing Basics of Conceptual Selling10min
6 exercícios práticos
Practice quiz: Consultative Selling Model30min
Practice quiz: Professional Selling Model - PSS30min
Practice quiz: Relationship Selling Model30min
Practice quiz: SPIN Selling30min
Practice quiz: The 3 Stages of a Sales Call30min
Assignment quiz: Selling Models and Frameworks30min
Semana
3

Semana 3

5 horas para concluir

module 3 - Soft Skills

5 horas para concluir
10 vídeos (Total 59 mín.), 10 leituras, 5 testes
10 videos
Video 2 - Influence and Sales4min
Video 3 - Body Language5min
Video 4 - NLP Topics5min
Video 1 - Physiological variables and how thay affect Sales7min
Video 2 - Psychological variables and how they affect Sales6min
Video 1 - Customer Engagement4min
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6min
Video 1 - Sales Closing7min
Video 2 - Closing Module 3: Soft Skills5min
10 leituras
Cognitive Bias and communication10min
Influence and Sales10min
Body Language10min
NLP Topics10min
Physiological variables and how they affect Sales10min
Psychological variables and how they affect Sales10min
B2Bs' Customer Base at Risk10min
Top five sales negotiations mistakes10min
Close the Sale: Techniques10min
Why sales reps talk too much10min
5 exercícios práticos
Practice quiz: Communications30min
Practice quiz: Physiological & Psychological Aspects30min
Practice quiz: Customer Engagement30min
Practice quiz: Negotitation30min
Graded quiz: Soft Skills35min
Semana
4

Semana 4

3 horas para concluir

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

3 horas para concluir
2 vídeos (Total 16 mín.)
2 videos
Video 2 - Course 3: Assignment developing process7min

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