About this Course
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Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Approx. 17 hours to complete

Suggested: 4 weeks, 3 to 5 hours per week...

English

Subtitles: English

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Approx. 17 hours to complete

Suggested: 4 weeks, 3 to 5 hours per week...

English

Subtitles: English

Syllabus - What you will learn from this course

Week
1
4 hours to complete

MODULE 1 - Marketing Principles for Strategic Planning

11 videos (Total 63 min), 12 readings, 6 quizzes
11 videos
Video 1 - How to Market a Mousetrap7m
Video 2 - Marketing Overview - A Brief History of Marketing6m
Video 1 - Pricing Impact on Sales - Pt 14m
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5m
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7m
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5m
Video 1 - Place & Point of Sales5m
Video 1 - Promotion & Advertising Allowances to Sales Force7m
Video 1 - The Missing "P": The Role of Sales in Product Development7m
Video 1 - Module 1 Wrap-up session2m
12 readings
Introducing the History of Marketing Theory and Practice10m
Should Salespeople be given pricing authority?10m
How to effectively avoid and handle objections based on value?10m
Price Elasticity 101: The Necessities and Your Pricing Strategy10m
The power of pricing10m
The Profit Leakage: The Price Waterfall10m
Book: Principles of Marketing10m
Book: Principles of Marketing. Chapter 13.110m
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10m
The Costly Bargain of Trade Promotion10m
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10m
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10m
6 practice exercises
Test your learning by doing this quiz12m
Test your learning by doing this quiz16m
Test your learning by doing this quiz8m
Test your learning by doing this quiz8m
Test your learning by doing this quiz10m
Test your learning on this module topics, by doing this graded quiz30m
Week
2
2 hours to complete

Module 2 - Sales & Marketing Harmonization

5 videos (Total 36 min), 4 readings, 3 quizzes
5 videos
Video 2 - What Sales thinks about marketers4m
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9m
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13m
Video 1 - Sales & Marketing Harmonization Wrap-Up2m
4 readings
Sales and Marketing Integration: A Proposed Framework10m
New Commercial Models: What's Working and what's not.10m
Sales and Marketing Integration: A Proposed Framework10m
Sales and Marketing Integration: A Proposed Framework10m
3 practice exercises
Test your learning through this quiz12m
Test your learning by doing this quiz16m
Test your learning on this module topics, by doing this graded quiz30m
Week
3
4 hours to complete

Module 3 - A Checklist On Sales & Marketing Integration

9 videos (Total 58 min), 7 readings, 4 quizzes
9 videos
Video 1 - Types of Misalignment4m
Video 2 - Strategic Misalignment: Portfolio & Positioning7m
Video 3 - Misalignment: Value & S&T6m
Video 1 - Where does the misalignment reside?7m
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5m
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7m
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8m
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3m
7 readings
A Simple Way to Test Your Company’s Strategic Alignment10m
The Ultimate Marketing Machine10m
Ending the war between sales and marketing10m
A Few Words About Jack Trout & Positioning8m
Ending the war between sales and marketing10m
Ending the war between sales and marketing10m
Sales and Marketing Integration10m
4 practice exercises
Test your learning through this practice quiz18m
Practice quiz to test your learning26m
Practice quiz - Lesson 312m
Test your learning on this module topics, by doing this graded quiz30m
Week
4
4 hours to complete

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

4 videos (Total 21 min), 4 readings, 1 quiz
4 videos
Rodrigo Antunes, Chief Marketing Officer speaks6m
Case: The Sales Point of View: Walter Miron5m
Instructions for the assignment and peer-review3m
4 readings
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
4.5
2 ReviewsChevron Right

Top reviews from Sales & Marketing Alignment

By EHJul 31st 2018

Excellent material. Well presented. Comprehensive.

Instructors

Avatar

Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Avatar

Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
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Cesar Rodrigues

Specialist Professor

About Fundação Instituto de Administração

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....

About the Strategic Sales Management Specialization

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

Frequently Asked Questions

  • Once you enroll for a Certificate, you’ll have access to all videos, quizzes, and programming assignments (if applicable). Peer review assignments can only be submitted and reviewed once your session has begun. If you choose to explore the course without purchasing, you may not be able to access certain assignments.

  • When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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