Informações sobre o curso

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Prazos flexíveis
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Nível intermediário
Aprox. 14 horas para completar
Inglês
Legendas: 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. 14 horas para completar
Inglês
Legendas: Inglês

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Fundação Instituto de Administração

Programa - O que você aprenderá com este curso

Semana
1

Semana 1

4 horas para concluir

MODULE 1 - Marketing Principles for Strategic Planning

4 horas para concluir
11 vídeos (Total 63 mín.), 12 leituras, 6 testes
11 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
12 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
6 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

Semana 2

2 horas para concluir

Module 2 - Sales & Marketing Harmonization

2 horas para concluir
5 vídeos (Total 36 mín.), 4 leituras, 3 testes
5 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
4 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
3 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

Semana 3

4 horas para concluir

Module 3 - A Checklist On Sales & Marketing Integration

4 horas para concluir
9 vídeos (Total 58 mín.), 7 leituras, 4 testes
9 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
7 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
4 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

Semana 4

4 horas para concluir

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

4 horas para concluir
4 vídeos (Total 21 mín.), 4 leituras, 1 teste
4 videos
Rodrigo Antunes, Chief Marketing Officer speaks6min
Case: The Sales Point of View: Walter Miron5min
Instructions for the assignment and peer-review3min
4 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

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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

  • Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:

    • The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.

    • The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

  • If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. After that, we don’t give refunds, but you can cancel your subscription at any time. See our full refund policy.

  • Yes, Coursera provides financial aid to learners who cannot afford the fee. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. You'll be prompted to complete an application and will be notified if you are approved. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Learn more.

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