About this Course

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Intermediate Level
Approx. 22 hours to complete
English
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. 22 hours to complete
English

Offered by

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Fundação Instituto de Administração

Syllabus - What you will learn from this course

Week
1

Week 1

7 hours to complete

Module 1 - Sales Management

7 hours to complete
10 videos (Total 67 min), 14 readings, 7 quizzes
10 videos
Video 1 - Planning your sales: Operational variables4m
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17m
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24m
Video 1 - The Leadership Role in Sales6m
Video 1 - The Strategizer: Episode 108m
Video 1 - Resource Allocation7m
Video 1 - Performance Management7m
Video 1 - Post-sales Framework7m
Video 2 - Closing Module 1: Sales Management3m
14 readings
Planning your sales: Operational variables10m
How to Succeed at Key Account Management10m
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10m
The Flaw in Customer Lifetime Value10m
Key Account Management10m
The 7 Attributes of the Most Effective Sales Leaders10m
Looking beyond technology to drive sales operations10m
Getting more from your training programs10m
BCG Classics Revisited: The Growth Share Matrix10m
Selling Power Magazine - 500 Largest Sales Forces in 2016.10m
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10m
Infographic: Customer acquisition vs. retention costs10m
Relationship Selling May Feel Good But It Doesn’t Really Work10m
Selling is not about relationships10m
7 practice exercises
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts30m
Practice quiz: Key Account Management30m
Practice quiz: Leadership in sales30m
Practice quiz: Sales training30m
Practice quiz: Resource allocation in sales30m
Practice quiz: Performance management30m
Graded quiz: Sales Management45m
Week
2

Week 2

6 hours to complete

Module 2 - Selling Models and Frameworks

6 hours to complete
11 videos (Total 60 min), 12 readings, 6 quizzes
11 videos
Video 1 - Customer Centric Model4m
Video 1 - PSS Model (Professional Selling Skills)6m
Video 2: PSS – Presentation & Objections handling5m
Video 3 - PSS - Closing3m
Video 1 - Relationship Selling Model4m
Video 1 - SPIN Selling P13m
Video 2 - SPIN Selling P25m
Video 1 -The three stages of a Sales call10m
Video 1 - Conceptual Selling - Miller-Heiman Model6m
Video 2 - Closing Module 2: Selling Models and Frameworks4m
12 readings
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10m
Customer-Centric Model10m
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10m
Who Duplicates Success Better Than Xerox?10m
5 Amazing Ways to Build Rapport During B2B Sales Calls10m
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10m
Spin Selling - A Summary. Selling & Persuasion Techniques.10m
If you are not SPIN selling is time to start.10m
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10m
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10m
7 Popular Sales Methodologies Summarized10m
Reviewing Basics of Conceptual Selling10m
6 practice exercises
Practice quiz: Consultative Selling Model30m
Practice quiz: Professional Selling Model - PSS30m
Practice quiz: Relationship Selling Model30m
Practice quiz: SPIN Selling30m
Practice quiz: The 3 Stages of a Sales Call30m
Assignment quiz: Selling Models and Frameworks30m
Week
3

Week 3

5 hours to complete

module 3 - Soft Skills

5 hours to complete
10 videos (Total 59 min), 10 readings, 5 quizzes
10 videos
Video 2 - Influence and Sales4m
Video 3 - Body Language5m
Video 4 - NLP Topics5m
Video 1 - Physiological variables and how thay affect Sales7m
Video 2 - Psychological variables and how they affect Sales6m
Video 1 - Customer Engagement4m
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6m
Video 1 - Sales Closing7m
Video 2 - Closing Module 3: Soft Skills5m
10 readings
Cognitive Bias and communication10m
Influence and Sales10m
Body Language10m
NLP Topics10m
Physiological variables and how they affect Sales10m
Psychological variables and how they affect Sales10m
B2Bs' Customer Base at Risk10m
Top five sales negotiations mistakes10m
Close the Sale: Techniques10m
Why sales reps talk too much10m
5 practice exercises
Practice quiz: Communications30m
Practice quiz: Physiological & Psychological Aspects30m
Practice quiz: Customer Engagement30m
Practice quiz: Negotitation30m
Graded quiz: Soft Skills35m
Week
4

Week 4

3 hours to complete

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

3 hours to complete
2 videos (Total 16 min)
2 videos
Video 2 - Course 3: Assignment developing process7m

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About the Strategic Sales Management Specialization

Strategic Sales Management

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