Informações sobre o curso

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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

5 horas para concluir

Module 1 - Sales intelligence

5 horas para concluir
13 vídeos (Total 54 mín.), 12 leituras, 5 testes
13 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
12 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
5 exercícios práticos
Practice quiz: From traditional to strategic sales planning30min
Practice quiz: Sales intelligence30min
Practice quiz: Problem definition and information gathering30min
Practice quiz: The intelligence cycle30min
Graded quiz: Sales Strategy35min
Semana
2

Semana 2

5 horas para concluir

Module 2 - Applying intelligence to understand your strategic context

5 horas para concluir
10 vídeos (Total 53 mín.), 9 leituras, 5 testes
10 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
9 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
5 exercícios práticos
Practice quiz: Strategy to Sales through intelligence analysis30min
Practice quiz: External environment30min
Practice quiz: Implications of external environment in competitive analysis30min
Practice quiz: Internal analysis and implications on sales30min
Graded quiz: Applying intelligence to understand your strategic context30min
Semana
3

Semana 3

5 horas para concluir

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

5 horas para concluir
13 vídeos (Total 61 mín.), 12 leituras, 3 testes
13 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
12 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
3 exercícios práticos
Practice quiz: Analytical Techniques30min
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.30min
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30min
Semana
4

Semana 4

1 hora para concluir

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

1 hora para concluir
2 vídeos (Total 13 mín.), 1 leitura, 1 teste
2 videos
Video 2 - Assingment developing process7min
1 leituras
CASE HELVETIA BRAZIL - SALES DECISIONS10min

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