Informações sobre o curso
4.5
11 classificações
2 avaliações
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Nível intermediário

Nível intermediário

Horas para completar

Aprox. 19 horas para completar

Sugerido: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês
Programa de cursos integrados
100% online

100% online

Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis

Prazos flexíveis

Redefinir os prazos de acordo com sua programação.
Nível intermediário

Nível intermediário

Horas para completar

Aprox. 19 horas para completar

Sugerido: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...
Idiomas disponíveis

Inglês

Legendas: Inglês

Programa - O que você aprenderá com este curso

Semana
1
Horas para completar
5 horas para concluir

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. ...
Reading
10 videos (Total 67 min), 14 leituras, 7 testes
Video10 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
Reading14 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
Quiz7 exercícios práticos
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4min
Practice quiz: Key Account Management14min
Practice quiz: Leadership in sales6min
Practice quiz: Sales training4min
Practice quiz: Resource allocation in sales10min
Practice quiz: Performance management8min
Graded quiz: Sales Management45min
Semana
2
Horas para completar
4 horas para concluir

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. ...
Reading
11 videos (Total 60 min), 12 leituras, 6 testes
Video11 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
Reading12 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
Quiz6 exercícios práticos
Practice quiz: Consultative Selling Model8min
Practice quiz: Professional Selling Model - PSS14min
Practice quiz: Relationship Selling Model4min
Practice quiz: SPIN Selling8min
Practice quiz: The 3 Stages of a Sales Call4min
Assignment quiz: Selling Models and Frameworks30min
Semana
3
Horas para completar
4 horas para concluir

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. ...
Reading
10 videos (Total 59 min), 10 leituras, 5 testes
Video10 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
Reading10 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
Quiz5 exercícios práticos
Practice quiz: Communications8min
Practice quiz: Physiological & Psychological Aspects6min
Practice quiz: Customer Engagement6min
Practice quiz: Negotitation4min
Graded quiz: Soft Skills35min
Semana
4
Horas para completar
3 horas para concluir

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....
Reading
2 videos (Total 16 min), 1 teste
Video2 videos
Video 2 - Course 3: Assignment developing process7min

Instrutores

Avatar

Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Avatar

Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Avatar

Edson Ito

Specialist Professor
Avatar

Cesar Rodrigues

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 o 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.

Mais dúvidas? Visite o Central de Ajuda ao Aprendiz.