Informações sobre o curso
4.5
11 classificações
1 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. 17 horas para completar

Sugerido: 4 weeks, 3 to 5 hours per 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. 17 horas para completar

Sugerido: 4 weeks, 3 to 5 hours per week...
Idiomas disponíveis

Inglês

Legendas: Inglês

Programa - O que você aprenderá com este curso

Semana
1
Horas para completar
4 horas para concluir

MODULE 1 - Marketing Principles for Strategic Planning

This module is aimed to deepen the discussion regarding marketing and strategy concepts. And these concepts play a critical role in the sales planning and management functions. A company's managers can perform this role smoothly; another company's managers may have limitations in this process. In the latter case, marketing and sales functions will be misaligned, which reduces the company's value creation potential through the sales. Therefore, this module initiates Course 4 with focus on the marketing foundations that relate to sales. The module's primary learning outcomes are - Improved understanding of the foundations of marketing and how they interact with sales; identify the interactions between marketing related variables and the sales functions; and improved knowledge and skills to support marketing planning through the sales team contributions in product development, pricing, place, and promotions. ...
Reading
11 videos (Total 63 min), 12 leituras, 6 testes
Video11 videos
Video 1 - How to Market a Mousetrap7min
Video 2 - Marketing Overview - A Brief History of Marketing6min
Video 1 - Pricing Impact on Sales - Pt 14min
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5min
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7min
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5min
Video 1 - Place & Point of Sales5min
Video 1 - Promotion & Advertising Allowances to Sales Force7min
Video 1 - The Missing "P": The Role of Sales in Product Development7min
Video 1 - Module 1 Wrap-up session2min
Reading12 leituras
Introducing the History of Marketing Theory and Practice10min
Should Salespeople be given pricing authority?10min
How to effectively avoid and handle objections based on value?10min
Price Elasticity 101: The Necessities and Your Pricing Strategy10min
The power of pricing10min
The Profit Leakage: The Price Waterfall10min
Book: Principles of Marketing10min
Book: Principles of Marketing. Chapter 13.110min
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10min
The Costly Bargain of Trade Promotion10min
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10min
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10min
Quiz6 exercícios práticos
Test your learning by doing this quiz12min
Test your learning by doing this quiz16min
Test your learning by doing this quiz8min
Test your learning by doing this quiz8min
Test your learning by doing this quiz10min
Test your learning on this module topics, by doing this graded quiz30min
Semana
2
Horas para completar
2 horas para concluir

Module 2 - Sales & Marketing Harmonization

Welcome to Sales & Marketing Harmonization module. The learning outcomes of this module are - Deeper awareness and understanding of the typical conflicts between marketing and sales; depicting the roots of the conflicts to support more accurate analyses to address them, and integrating the recommendations and prescriptions applicable to mitigate the conflicts' effects or to prevent them from occurring. In this module, you'll go further on the conceptual basis to improve the potential of value creation through the sales functions, by strengthening the cohesion of marketing and sales functions....
Reading
5 videos (Total 36 min), 4 leituras, 3 testes
Video5 videos
Video 2 - What Sales thinks about marketers4min
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9min
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13min
Video 1 - Sales & Marketing Harmonization Wrap-Up2min
Reading4 leituras
Sales and Marketing Integration: A Proposed Framework10min
New Commercial Models: What's Working and what's not.10min
Sales and Marketing Integration: A Proposed Framework10min
Sales and Marketing Integration: A Proposed Framework10min
Quiz3 exercícios práticos
Test your learning through this quiz12min
Test your learning by doing this quiz16min
Test your learning on this module topics, by doing this graded quiz30min
Semana
3
Horas para completar
4 horas para concluir

Module 3 - A Checklist On Sales & Marketing Integration

Welcome to A Checklist on Sales & Marketing Alignment Module. This module's learning outcomes are - Deepen the knowledge of sales & marketing alignment and business success, identifying the level of alignment and what are the gaps to be filled, and analyzing what to do to and implementing the actions to align sales and marketing. By the end of the module, you'll be able to do a critical analysis of the major issues between sales and marketing, identify the roots of the problems, and design alternative approaches to implement to mitigate the consequences and strengthen sales and marketing alignment....
Reading
9 videos (Total 58 min), 7 leituras, 4 testes
Video9 videos
Video 1 - Types of Misalignment4min
Video 2 - Strategic Misalignment: Portfolio & Positioning7min
Video 3 - Misalignment: Value & S&T6min
Video 1 - Where does the misalignment reside?7min
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5min
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7min
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8min
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3min
Reading7 leituras
A Simple Way to Test Your Company’s Strategic Alignment10min
The Ultimate Marketing Machine10min
Ending the war between sales and marketing10min
A Few Words About Jack Trout & Positioning8min
Ending the war between sales and marketing10min
Ending the war between sales and marketing10min
Sales and Marketing Integration10min
Quiz4 exercícios práticos
Test your learning through this practice quiz18min
Practice quiz to test your learning26min
Practice quiz - Lesson 312min
Test your learning on this module topics, by doing this graded quiz30min
Semana
4
Horas para completar
4 horas para concluir

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

Welcome to Applying Sales & Marketing Alignment Module. In this module, you'll develop a final assignment on the topics regarding sales & marketing alignment. And you'll do it on a real-life business case. The instructions for the final assignment bring the business case; the questions prompts to develop the analyses and the peer-review rubrics that you'll apply to evaluate another Learner's assignment. The primary learning outcome of this module is the design of actions and recommendations that support the alignment of sales & marketing....
Reading
4 videos (Total 21 min), 4 leituras, 1 teste
Video4 videos
Rodrigo Antunes, Chief Marketing Officer speaks6min
Case: The Sales Point of View: Walter Miron5min
Instructions for the assignment and peer-review3min
Reading4 leituras
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10min
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10min
4.5
1 avaliaçõesChevron Right

Melhores avaliações

por EHJul 31st 2018

Excellent material. Well presented. Comprehensive.

Instrutores

Avatar

Samantha Mazzero

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

Nelson Yoshida

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