About this Course

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Learner Career Outcomes

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Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Intermediate Level
Approx. 21 hours to complete
English

Learner Career Outcomes

20%

got a tangible career benefit from this course

20%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Intermediate Level
Approx. 21 hours to complete
English

Offered by

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Fundação Instituto de Administração

Syllabus - What you will learn from this course

Content RatingThumbs Up88%(1,822 ratings)Info
Week
1

Week 1

5 hours to complete

Module 1 - Effective Sales Planning

5 hours to complete
17 videos (Total 74 min), 7 readings, 6 quizzes
17 videos
Video 2 - Presenting Logan Padawan - The new sales manager49s
Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing1m
Video 4 - The integration of strategy, marketing, and sales4m
Video 5 - Integrating Strategies: Company, Sales & Marketing8m
Video 6 - The Strategizer: our hub for sales strategy - Episode 113m
Video 1 - Xavier and Logan in: Selling is art or science1m
Video 2 - More science than art: Sales in focus6m
Video 1 - Xavier and Logan in: Stop fighting with marketing49s
Video 2 - Marketing and Sales walk together3m
Video 3 - The Strategizer: our hub for sales strategy - Episode 210m
Video 1 - Xavier and Logan in: The sales strategy cycle36s
Video 2 - The sales cycles - Part 15m
Video 3 - The sales cycles - Part 26m
Video 1 - Xavier and Logan in: Effective sales planning1m
Video 2 - Wrap Up - What Have We Learned?4m
Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi54s
7 readings
Strategic Sales Management - Specialization Overview10m
Integrating strategies: Company, Sales, and Marketing10m
The History of Professional Selling10m
A Brief History of Selling (Infographic)10m
The History of Selling (Infographic)10m
Ending the war between sales and marketing10m
Reading - Sales Strategy Cycle10m
6 practice exercises
Practice quiz: Overview on stategy, marketing and sales30m
Practice quiz: Integrating Strategies: Company, Sales & Marketing30m
Practice quiz: Overview on stategy, marketing and sales30m
Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning10m
Sales strategy cycle.30m
Final assignment for Effective Sales Plannning30m
Week
2

Week 2

7 hours to complete

Module 2 - Strategic Sales Planning

7 hours to complete
24 videos (Total 116 min), 8 readings, 7 quizzes
24 videos
Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy1m
Video 3 - Sales planning in alignment to corporate strategy6m
Video 4 - The Strategizer: our hub for sales strategy - Episode 313m
Video 1 - Xavier and Logan in: Balancing customers' and the company's interests1m
Video 2 - The convergence of company's and customers' interests5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 47m
Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations1m
Video 2 - Streamlining sales and industrial/services operations7m
Video 3 - The Strategizer: our hub for sales strategy - Episode 55m
Video 1 - Xavier and Logan in: Sales planning based on financials1m
Video 2 - Sales planning and financials - Part 15m
Video 3 - Sales planning and financials - Part 27m
Video 4 - The Strategizer: our hub for sales strategy - Episode 611m
Video 1 - Xavier and Logan in: Defining goals and targets1m
Video 2 - Fine-tuning goals and targets in sales planning3m
Video 3 - The Strategizer: our hub for sales strategy - Episode 76m
Video 1 - Xavier and Logan in: Sales performance management1m
Video 2 - Incentives, compensation, and performance management5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 85m
Video 1 - Xavier and Logan in: Sales leadership53s
Video 2 - Leading salesforce development5m
Video 3 - The Strategizer: our hub for sales strategy - Episode 95m
Video 4 - Strategic sales management - Wrap up session4m
8 readings
Sales Planning: Integration with Corporate Strategy10m
Balancing Customer Service and Satisfaction10m
Streamlining Sales with Industrial Operations and Services Development10m
Sales planning and financial aspects10m
Sales planning and financial aspects (II)10m
Reading - Setting goals10m
How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan20m
Ethical leadership in the salesforce10m
7 practice exercises
Practice quiz: Aligning sales planning to corporate strategy30m
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning30m
Practice quiz: Streamlining sales and operations30m
Strategic Sales Planning30m
Practice quiz: Establishing goals and targets30m
Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning30m
Strategic Sales Planning - Evaluation30m
Week
3

Week 3

4 hours to complete

Module 3 - Customer-oriented Selling

4 hours to complete
9 videos (Total 28 min), 7 readings, 4 quizzes
9 videos
Video 2 - Customer centric selling model explained3m
Video 3 - Why Customer Centric Selling3m
Video 1 - How the relationship between companies has changed and why it matters3m
Video 2 - A new model for a new environment5m
Video 1 - Xavier and Logan in: Long-term customers relationship1m
Video 2 - Long-term customers relationship4m
Video 1 - Why selling once won’t cut it anymore3m
Video 2 - Customer-centric selling - Wrap-up session2m
7 readings
Customer-centric selling10m
Why Customer Centric Selling10m
Change in relationship between companies - Why it matters10m
A new model for a new environment10m
Customer relationship: Implications of Customer centered sales10m
Selling once won't cut it anymore10m
Customer-centric selling wrap-up10m
4 practice exercises
Practice quiz: Customer-centric selling30m
Practice quiz: Change in relationship between companies - Why it matters30m
Practice quiz: Customer relationship: Implications of Customer centered sales30m
Graded quiz: Customer oriented selling30m
Week
4

Week 4

5 hours to complete

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

5 hours to complete
2 videos (Total 12 min), 1 reading, 1 quiz
2 videos
Video 2 - Assignment developing process4m
1 reading
Reading: Printing & Graphics industry case40m

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About the Strategic Sales Management Specialization

Strategic Sales Management

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