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中級レベル

約18時間で修了

推奨:4 weeks to finish the Course | 2.2 to 4.0 hours/week...

英語

字幕:英語

次における5の3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18時間で修了

推奨:4 weeks to finish the Course | 2.2 to 4.0 hours/week...

英語

字幕:英語

シラバス - 本コースの学習内容

1
5時間で修了

Module 1 - Sales Management

Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan. ...
10件のビデオ (合計67分), 14 readings, 7 quizzes
10件のビデオ
Video 1 - Planning your sales: Operational variables4 分
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17 分
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24 分
Video 1 - The Leadership Role in Sales6 分
Video 1 - The Strategizer: Episode 108 分
Video 1 - Resource Allocation7 分
Video 1 - Performance Management7 分
Video 1 - Post-sales Framework7 分
Video 2 - Closing Module 1: Sales Management3 分
14件の学習用教材
Planning your sales: Operational variables10 分
How to Succeed at Key Account Management10 分
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10 分
The Flaw in Customer Lifetime Value10 分
Key Account Management10 分
The 7 Attributes of the Most Effective Sales Leaders10 分
Looking beyond technology to drive sales operations10 分
Getting more from your training programs10 分
BCG Classics Revisited: The Growth Share Matrix10 分
Selling Power Magazine - 500 Largest Sales Forces in 2016.10 分
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10 分
Infographic: Customer acquisition vs. retention costs10 分
Relationship Selling May Feel Good But It Doesn’t Really Work10 分
Selling is not about relationships10 分
7の練習問題
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4 分
Practice quiz: Key Account Management14 分
Practice quiz: Leadership in sales6 分
Practice quiz: Sales training4 分
Practice quiz: Resource allocation in sales10 分
Practice quiz: Performance management8 分
Graded quiz: Sales Management45 分
2
4時間で修了

Module 2 - Selling Models and Frameworks

Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations. ...
11件のビデオ (合計60分), 12 readings, 6 quizzes
11件のビデオ
Video 1 - Customer Centric Model4 分
Video 1 - PSS Model (Professional Selling Skills)6 分
Video 2: PSS – Presentation & Objections handling5 分
Video 3 - PSS - Closing3 分
Video 1 - Relationship Selling Model4 分
Video 1 - SPIN Selling P13 分
Video 2 - SPIN Selling P25 分
Video 1 -The three stages of a Sales call10 分
Video 1 - Conceptual Selling - Miller-Heiman Model6 分
Video 2 - Closing Module 2: Selling Models and Frameworks4 分
12件の学習用教材
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10 分
Customer-Centric Model10 分
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10 分
Who Duplicates Success Better Than Xerox?10 分
5 Amazing Ways to Build Rapport During B2B Sales Calls10 分
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10 分
Spin Selling - A Summary. Selling & Persuasion Techniques.10 分
If you are not SPIN selling is time to start.10 分
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10 分
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10 分
7 Popular Sales Methodologies Summarized10 分
Reviewing Basics of Conceptual Selling10 分
6の練習問題
Practice quiz: Consultative Selling Model8 分
Practice quiz: Professional Selling Model - PSS14 分
Practice quiz: Relationship Selling Model4 分
Practice quiz: SPIN Selling8 分
Practice quiz: The 3 Stages of a Sales Call4 分
Assignment quiz: Selling Models and Frameworks30 分
3
4時間で修了

module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise. ...
10件のビデオ (合計59分), 10 readings, 5 quizzes
10件のビデオ
Video 2 - Influence and Sales4 分
Video 3 - Body Language5 分
Video 4 - NLP Topics5 分
Video 1 - Physiological variables and how thay affect Sales7 分
Video 2 - Psychological variables and how they affect Sales6 分
Video 1 - Customer Engagement4 分
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6 分
Video 1 - Sales Closing7 分
Video 2 - Closing Module 3: Soft Skills5 分
10件の学習用教材
Cognitive Bias and communication10 分
Influence and Sales10 分
Body Language10 分
NLP Topics10 分
Physiological variables and how they affect Sales10 分
Psychological variables and how they affect Sales10 分
B2Bs' Customer Base at Risk10 分
Top five sales negotiations mistakes10 分
Close the Sale: Techniques10 分
Why sales reps talk too much10 分
5の練習問題
Practice quiz: Communications8 分
Practice quiz: Physiological & Psychological Aspects6 分
Practice quiz: Customer Engagement6 分
Practice quiz: Negotitation4 分
Graded quiz: Soft Skills35 分
4
3時間で修了

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

Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment....
2件のビデオ (合計16分), 1 quiz
2件のビデオ
Video 2 - Course 3: Assignment developing process7 分

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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Edson Ito

Specialist Professor
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Cesar Rodrigues

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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