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Nível intermediário
Aprox. 16 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. 16 horas para completar
Inglês

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Fundação Instituto de Administração

Programa - O que você aprenderá com este curso

Semana
1

Semana 1

6 horas para concluir

MODULE 1 - Marketing Principles for Strategic Planning

6 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 quiz30min
Test your learning by doing this quiz30min
Test your learning by doing this quiz30min
Test your learning by doing this quiz30min
Test your learning by doing this quiz30min
Test your learning on this module topics, by doing this graded quiz30min
Semana
2

Semana 2

3 horas para concluir

Module 2 - Sales & Marketing Harmonization

3 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 quiz30min
Test your learning by doing this quiz30min
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 quiz30min
Practice quiz to test your learning30min
Practice quiz - Lesson 330min
Test your learning on this module topics, by doing this graded quiz30min
Semana
4

Semana 4

3 horas para concluir

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

3 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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