About this Course

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Intermediate Level
Approx. 16 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. 16 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

6 hours to complete

MODULE 1 - Marketing Principles for Strategic Planning

6 hours to complete
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 quiz30m
Test your learning by doing this quiz30m
Test your learning by doing this quiz30m
Test your learning by doing this quiz30m
Test your learning by doing this quiz30m
Test your learning on this module topics, by doing this graded quiz30m
Week
2

Week 2

3 hours to complete

Module 2 - Sales & Marketing Harmonization

3 hours to complete
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 quiz30m
Test your learning by doing this quiz30m
Test your learning on this module topics, by doing this graded quiz30m
Week
3

Week 3

4 hours to complete

Module 3 - A Checklist On Sales & Marketing Integration

4 hours to complete
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 quiz30m
Practice quiz to test your learning30m
Practice quiz - Lesson 330m
Test your learning on this module topics, by doing this graded quiz30m
Week
4

Week 4

3 hours to complete

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

3 hours to complete
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

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About the Strategic Sales Management Specialization

Strategic Sales Management

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