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Back to Effective Sales – An Overview

Learner Reviews & Feedback for Effective Sales – An Overview by Fundação Instituto de Administração

169 ratings
64 reviews

About the Course

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 with 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 structure, which will support the sale plan development....

Top reviews

Apr 13, 2020

Am very pleased with all the selling skills i have acquired from this course and i can proudly say that i feel more confident to embark on my sales career

Mar 19, 2020

This course gives a good insight into the corporate strategies and its implementation thru the sales functions... a must for the aspiring sales guys

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26 - 50 of 61 Reviews for Effective Sales – An Overview

By Gustavo M d C

Feb 3, 2018

Well done. Great course and amazing instructor!

By Nada N

Jul 12, 2020

Good insight on realistic cases and references


Feb 5, 2019


By Gisele M

Feb 1, 2018

An excellent approach! Very helpful.

By Nino G

May 8, 2018

The first week was very good !!!

By Gagandeep

Apr 28, 2020

Really fun, knowledgable

By Julio C R R

May 14, 2019

Excelente introducción.

By Purva

Aug 29, 2020

Brilliant experience

By Vinu p s

Apr 16, 2020

very good course


Oct 17, 2020


By Takhellambam H

Sep 13, 2020

its feel good

By Abdulrahman H A

Jun 15, 2020

Wonderful and

By Nirmalkumar A

Jul 3, 2019

Good learning

By Anas A

Mar 18, 2019

nice course

By Fabio d S D F

Jun 29, 2020

Very Good!

By Cristiane A d O S

Feb 2, 2018


By A.M C N A

Jun 23, 2020


By Rajat M

Apr 13, 2020

Thank you

By Duong T N H

Mar 13, 2020

very good

By Anamika

Sep 18, 2020


By Hermano H C d S

Jul 20, 2020

The overview were good and i learned quite well, mainly from the interviews, listen their points and experiences is a difference, but i feel a little frustrated when i see the professors reading the texts, it's kind robotic.

By maxime A

May 3, 2020

The transcript is missing sometimes and also so infographics related to the course. The content is very good and even better when used to solve the given business case.

By Shawn C

May 10, 2018

"overview" is an exact word cuz the brief instruction method is the main contents in this course, hope next session will be more case analysis to help us to use.

By Angela J

Jun 17, 2019

The English can be a bit hard to follow in the videos sometimes, but overall a very effective intro level sales and strategy course for managers

By Stephany F d B B

Apr 21, 2020

Great information, but videos can sometimes become very long and boring. Some teachers don't even try to make the content more pleasing.