Informações sobre o curso
5.0
1 classificações
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. 29 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. 29 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
2 horas para concluir

Module 1 - Strategy & Sales

In this module, you will review the concepts of Courses 1 & 2, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Effective Sales Overview (Course 1) and Sales Strategy (Course 2) in a particular business context - The printing and graphics industry case with the additional information of Supplement B....
Reading
4 vídeos (Total de 11 min), 3 leituras, 1 teste
Video4 videos
Video 2 - Opening Session2min
Video 3 - Assignment Overview2min
Video 4 - Closing Module 1 - Strategy & Sales2min
Reading3 leituras
Final project assignment - General Instructions P110min
Business Case - Printing and Graphics20min
Case - Supplement B25min
Quiz1 exercícios práticos
Check your learning on the topics54min
Semana
2
Horas para completar
3 horas para concluir

Module 2 - Effective Sales Planning Through Strategic Analysis

In this Module 2, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement B) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development....
Reading
2 vídeos (Total de 4 min), 3 leituras, 1 teste
Video2 videos
Video 2 - Closing session - Module 21min
Reading3 leituras
Business Case - Printing and Graphics15min
Case - Supplement B15min
Instructions for peer-reviewed assignment - Gap Analysis3min
Semana
3
Horas para completar
2 horas para concluir

Module 3 - Sales Models, frameworks, and Marketing Alignment

In this module, you will review the concepts of Courses 3 & 4, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Models and Frameworks (Course 3) and Sales & Marketing Alignment (Course 4) in a particular business context - The printing and graphics industry case with the additional information of Supplement C....
Reading
2 vídeos (Total de 5 min), 2 leituras, 1 teste
Video2 videos
Video 2 - Closing Session - Module 32min
Reading2 leituras
Final Project - General instructions Part 210min
Case - Supplement C30min
Quiz1 exercícios práticos
Check your learning doing this quiz15min
Semana
4
Horas para completar
3 horas para concluir

Module 4 - Strategic Sales into Corporate Strategy

In this Module 4, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement C) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development. By the end of this Module, you will have proposed sales guidelines that cover most of the topics that relate to sales, marketing, and strategy. These guidelines comprise most of the guidance you will need to support the sales planning process, which eventually will generate the sales plan in a later moment. The final project of this specialization is not a sales plan; however, you'll have developed strategic sales guidelines that are crucial to support the sales plan development. At this point, it's important to mention again, most plans fail during the implementation and it happens because the processes follow the guidelines. If these guidelines are not good, the plan will not be good and the implementation will fail. Therefore, this final project is aimed at the development of the sales guidelines....
Reading
3 vídeos (Total de 8 min), 3 leituras, 1 teste
Video3 videos
Video 2 - Strategic Sales Management Specialization - Closing Video5min
Video 1 - Closing Videomin
Reading3 leituras
Business case - Printing and graphics10min
Case - Supplement C25min
Instructions for Course 5 | Module 2 Peer-reviewed assignment - Gap Analysis30min

Instrutores

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Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Nelson Yoshida

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

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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