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約22時間で修了

推奨:4 weeks, 3-5 hours per week. ...

英語

字幕:英語, ベトナム語

次における5の1コース

100%オンライン

自分のスケジュールですぐに学習を始めてください。

柔軟性のある期限

スケジュールに従って期限をリセットします。

中級レベル

約22時間で修了

推奨:4 weeks, 3-5 hours per week. ...

英語

字幕:英語, ベトナム語

シラバス - 本コースの学習内容

1
4時間で修了

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function.

...
17件のビデオ (合計74分), 7 readings, 6 quizzes
17件のビデオ
Video 2 - Presenting Logan Padawan - The new sales manager49
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1 分
Video 4 - The integration of strategy, marketing, and sales4 分
Video 5 - Integrating Strategies: Company, Sales & Marketing8 分
Video 6 - The Strategizer: our hub for sales strategy - Episode 113 分
Video 1 - Xavier and Logan in: Selling is art or science1 分
Video 2 - More science than art: Sales in focus6 分
Video 1 - Xavier and Logan in: Stop fighting with marketing49
Video 2 - Marketing and Sales walk together3 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 210 分
Video 1 - Xavier and Logan in: The sales strategy cycle36
Video 2 - The sales cycles - Part 15 分
Video 3 - The sales cycles - Part 26 分
Video 1 - Xavier and Logan in: Effective sales planning1 分
Video 2 - Wrap Up - What Have We Learned?4 分
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54
7件の学習用教材
Strategic Sales Management - Specialization Overview10 分
Integrating strategies: Company, Sales, and Marketing10 分
The History of Professional Selling10 分
A Brief History of Selling (Infographic)10 分
The History of Selling (Infographic)10 分
Ending the war between sales and marketing10 分
Reading - Sales Strategy Cycle10 分
6の練習問題
Practice quiz: Overview on stategy, marketing and sales8 分
Practice quiz: Integrating Strategies: Company, Sales & Marketing8 分
Practice quiz: Overview on stategy, marketing and sales8 分
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10 分
Sales strategy cycle.12 分
Final assignment for Effective Sales Plannning30 分
2
5時間で修了

Module 2 - Strategic Sales Planning

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment to the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan, and then the plan implementation and control.

...
24件のビデオ (合計116分), 8 readings, 7 quizzes
24件のビデオ
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1 分
Video 3 - Sales planning in alignment to corporate strategy6 分
Video 4 - The Strategizer: our hub for sales strategy - Episode 313 分
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1 分
Video 2 - The convergence of company's and customers' interests5 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 47 分
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1 分
Video 2 - Streamlining sales and industrial/services operations7 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 55 分
Video 1 - Xavier and Logan in: Sales planning based on financials1 分
Video 2 - Sales planning and financials - Part 15 分
Video 3 - Sales planning and financials - Part 27 分
Video 4 - The Strategizer: our hub for sales strategy - Episode 611 分
Video 1 - Xavier and Logan in: Defining goals and targets1 分
Video 2 - Fine-tuning goals and targets in sales planning3 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 76 分
Video 1 - Xavier and Logan in: Sales performance management1 分
Video 2 - Incentives, compensation, and performance management5 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 85 分
Video 1 - Xavier and Logan in: Sales leadership53
Video 2 - Leading salesforce development5 分
Video 3 - The Strategizer: our hub for sales strategy - Episode 95 分
Video 4 - Strategic sales management - Wrap up session4 分
8件の学習用教材
Sales Planning: Integration with Corporate Strategy10 分
Balancing Customer Service and Satisfaction10 分
Streamlining Sales with Industrial Operations and Services Development10 分
Sales planning and financial aspects10 分
Sales planning and financial aspects (II)10 分
Reading - Setting goals10 分
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20 分
Ethical leadership in the salesforce10 分
7の練習問題
Practice quiz: Aligning sales planning to corporate strategy10 分
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4 分
Practice quiz: Streamlining sales and operations8 分
Strategic Sales Planning12 分
Practice quiz: Establishing goals and targets6 分
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning4 分
Strategic Sales Planning - Evaluation30 分
3
2時間で修了

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process.

...
9件のビデオ (合計28分), 7 readings, 4 quizzes
9件のビデオ
Video 2 - Customer centric selling model explained3 分
Video 3 - Why Customer Centric Selling3 分
Video 1 - How the relationship between companies has changed and why it matters3 分
Video 2 - A new model for a new environment5 分
Video 1 - Xavier and Logan in: Long-term customers relationship1 分
Video 2 - Long-term customers relationship4 分
Video 1 - Why selling once won’t cut it anymore3 分
Video 2 - Customer-centric selling - Wrap-up session2 分
7件の学習用教材
Customer-centric selling10 分
Why Customer Centric Selling10 分
Change in relationship between companies - Why it matters10 分
A new model for a new environment10 分
Customer relationship: Implications of Customer centered sales10 分
Selling once won't cut it anymore10 分
Customer-centric selling wrap-up10 分
4の練習問題
Practice quiz: Customer-centric selling6 分
Practice quiz: Change in relationship between companies - Why it matters6 分
Practice quiz: Customer relationship: Implications of Customer centered sales6 分
Graded quiz: Customer oriented selling30 分
4
5時間で修了

Module 4 - Strategic Sales Management In Action: Our Journey Begins

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company.

...
2件のビデオ (合計12分), 1 reading, 1 quiz
2件のビデオ
Video 2 - Assignment developing process4 分
1件の学習用教材
Reading: Printing & Graphics industry case40 分
4.6
22件のレビューChevron Right

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コースが具体的なキャリアアップにつながった

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Effective Sales – An Overview からの人気レビュー

by AJJan 2nd 2019

This is the course which teaches the student from the scratch and covers all the basic topics. Best course for a sales person.

by ZPDec 5th 2017

Very useful for me to build a structured knowledge about sales management.

講師

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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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Cesar Rodrigues

Specialist Professor
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Edson Ito

Specialist Professor

Fundação Instituto de Administraçãoについて

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....

Strategic Sales Managementの専門講座について

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

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