Informações sobre o curso
4.3
26 classificações
8 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, 2-4 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, 2-4 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 - Sales intelligence

Welcome to Sales Strategy module. In this module, we discuss the use of intelligence analysis methods to support the sales functions, such as planning and sales operations management. We discuss the benefits of the application of intelligence analysis methods, and how this approach contributes to the sales planning process, by developing this process with a strategic view. The primary learning outcome from this module goes through two essential aspects. The first one is on the awareness front, in the sense that a sales professional would benefit from knowing that intelligence analysis may contribute to the planning process. The second aspect is that the awareness of this benefit leads sales professionals to keep attention to the methods, models, tools, and techniques regarding intelligence analysis. Eventually, they will practice the methods, which will support the development of the sales plan, with an integration of strategy and sales. This course has been developed by prof. Edson Ito with an active participation of Rosangela Ito. Rosangela Ito (MBA) is a specialist in Strategy & Competitive Intelligence, Marketing, and Strategic Partnerships. She has an extensive experience in strategy, international M&A, strategic benchmarking, competitive intelligence, strategic partnerships, brand licensing. She also has an International Certification in Competitive Intelligence at the Fuld Academy of Competitive Intelligence....
Reading
13 vídeos (Total de 54 min), 12 leituras, 5 testes
Video13 videos
Video 1 - Traditional Sales2min
Video 2 - Strategic Sales4min
Video 1 - Importance of informed decision making4min
Video 1 - The Intelligence Problem Definition in Sales3min
Video 2 - The Information Gathering Cycle4min
Video 1 - The Intelligence Cycle3min
Video 2 - KIT & KIQs4min
Video 3 - Information Gathering8min
Video 4 - Analysis5min
Video 5 - Dissemination4min
Sales Intelligence Tools and Techniques2min
Vídeo 2 - Closing Module 1: Sales Intelligence3min
Reading12 leituras
Competitive Intelligence10min
Tradicional Sales10min
Strategic Sales10min
On the importance of informed decision making10min
The Intelligence Problem Definition in Sales10min
The Information Gathering Cycle10min
The Intelligence Cycle10min
KIT & KIQs10min
Information Gathering10min
Analysis10min
Dissemination10min
Sales Intelligence Tools and Techniques10min
Quiz5 exercícios práticos
Practice quiz: From traditional to strategic sales planning6min
Practice quiz: Sales intelligence6min
Practice quiz: Problem definition and information gathering6min
Practice quiz: The intelligence cycle6min
Graded quiz: Sales Strategy35min
Semana
2
Horas para completar
3 horas para concluir

Module 2 - Applying intelligence to understand your strategic context

Welcome to the module dedicated to applying intelligence analysis to understand the strategic context. This module is about going through a practical view of how to apply concepts, models, tools, and techniques related to intelligence analysis, with emphasis to support understanding the strategic context, and how it relates to sales. This module is a natural next step from the previous module, which was focused on the awareness of the benefits of intelligence analysis to the sales planning and management functions. In this module, we’ll discuss the application of intelligence analysis on the external environment. From a sales perspective, the discussion will go through the internal environment analysis and the implications of the external environment analysis outcomes on the internal environment. The convergence of the deeper knowledge about the external environment with the internal environment analysis contributes to the improvement of the sales planning process, and this is the primary learning outcome of this module. ...
Reading
10 vídeos (Total de 53 min), 9 leituras, 5 testes
Video10 videos
Video 2 - The role of sales6min
Video 1 - How the external environment shape the sales potential5min
Video 2 - The complexity of the external environment4min
Video 3 - Monitoring Approaches7min
Video 1 - Implications of external changes in competitive strategy4min
Video 2 - On the need to adjust strategy4min
Video 1- Internal analysis and implications on sales7min
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2min
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4min
Reading9 leituras
Relationship between Sales and Strategy10min
The role of Sales10min
How the external environment shapes the sales potential10min
The Complexity of the External Environment10min
Monitoring Approaches10min
Implications of external changes in competitive strategy10min
The need to introduce changes in the strategies10min
Internal analysis and implications on sales10min
Bridging the gap between strategy and sales by applying intelligence analysis10min
Quiz5 exercícios práticos
Practice quiz: Strategy to Sales through intelligence analysis6min
Practice quiz: External environment6min
Practice quiz: Implications of external environment in competitive analysis6min
Practice quiz: Internal analysis and implications on sales4min
Graded quiz: Applying intelligence to understand your strategic context30min
Semana
3
Horas para completar
4 horas para concluir

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

Welcome to module 3 – Intelligence analytical tools and techniques to support the sales strategy. At this point of the course, we already have an awareness of the effectiveness of intelligence analysis to improve sales planning process. Also, we have a conceptual understanding of how intelligence analysis can support the external environment assessment and the connection between the external and internal environment. Now it’s time to dedicate some efforts in the analytical tools and techniques, with the recommendations on how to apply them, and the use of their outcomes in the sales planning and management processes. This module primary learning outcome is the knowledge of the different analytical tools and techniques, and how they can contribute to the sales planning and management processes. We’ll discuss the tools and techniques, the recommendations of how to apply them, and the applicability of the tools and techniques analyses outcomes in the sales planning process. ...
Reading
13 vídeos (Total de 61 min), 12 leituras, 3 testes
Video13 videos
Video 2 - 5 Forces Analysis4min
Video 3 - STEEP Analysis3min
Video 4 - 4 Corners Analysis - Oriented to Competitors5min
Video 5 - 4 Corners Analysis – Oriented to Clients4min
Video 6 - Value Chain Analysis6min
Video 7 - VRIO Analysis5min
Video 8 - Demand estimation5min
Video 9 - Probability of Victory Analysis3min
Video 10 - Win Loss Analysis4min
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3min
Video 1 - War Game3min
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3min
Reading12 leituras
Importance of analytical tools10min
5 Forces analysis10min
Steep Analysis10min
Corners Analysis - Oriented to competitors10min
4 Corners Analysis – Oriented to Clients10min
Value Chain Analysis10min
VRIO Analysis10min
Demand estimation10min
Probability of Victory Analysis10min
Win-Loss Analysis10min
Integrating intelligence analysis outcomes to sales planning10min
War Game10min
Quiz3 exercícios práticos
Practice quiz: Analytical Techniques6min
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.6min
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30min
Semana
4
Horas para completar
2 horas para concluir

Module 4 - Strategic sales Management in action – joining intelligence in your journey

Welcome to module 4 – Intelligence analytical tools and techniques in practice. This module guides you to develop the final assignment of Course 2: Sales Strategy. The challenge of the assignment is to develop analyses regarding sales functions, by applying intelligence analytical tools and techniques. We use a case to bring business context that describes a real-life experience, and the case presents challenging issues that involve strategic and sales scopes. You’ll be required to apply the concepts discussed in the modules of the course 2, and come out with propositions of approaches. The proposition has to be supported by your reasoning, which should be the consequence of the analyses you develop applying the tools and techniques discussed in Course 2. ...
Reading
2 vídeos (Total de 13 min), 1 leitura, 1 teste
Video2 videos
Video 2 - Assingment developing process7min
Reading1 leituras
CASE HELVETIA BRAZIL - SALES DECISIONS10min
4.3
8 avaliaçõesChevron Right

Melhores avaliações

por ASOct 9th 2018

great contents and excellent presenter. He is clearly providing the information in a easy way

por MPSep 20th 2018

Finally some practical tools to use in sales strategies! Loved it.

Instrutores

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Nelson Yoshida

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

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Edson Ito

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.

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