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

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Fundação Instituto de Administração

Syllabus - What you will learn from this course

Week
1

Week 1

5 hours to complete

Module 1 - Sales intelligence

5 hours to complete
13 videos (Total 54 min), 12 readings, 5 quizzes
13 videos
Video 1 - Traditional Sales2m
Video 2 - Strategic Sales4m
Video 1 - Importance of informed decision making4m
Video 1 - The Intelligence Problem Definition in Sales3m
Video 2 - The Information Gathering Cycle4m
Video 1 - The Intelligence Cycle3m
Video 2 - KIT & KIQs4m
Video 3 - Information Gathering8m
Video 4 - Analysis5m
Video 5 - Dissemination4m
Sales Intelligence Tools and Techniques2m
Vídeo 2 - Closing Module 1: Sales Intelligence3m
12 readings
Competitive Intelligence10m
Tradicional Sales10m
Strategic Sales10m
On the importance of informed decision making10m
The Intelligence Problem Definition in Sales10m
The Information Gathering Cycle10m
The Intelligence Cycle10m
KIT & KIQs10m
Information Gathering10m
Analysis10m
Dissemination10m
Sales Intelligence Tools and Techniques10m
5 practice exercises
Practice quiz: From traditional to strategic sales planning30m
Practice quiz: Sales intelligence30m
Practice quiz: Problem definition and information gathering30m
Practice quiz: The intelligence cycle30m
Graded quiz: Sales Strategy35m
Week
2

Week 2

5 hours to complete

Module 2 - Applying intelligence to understand your strategic context

5 hours to complete
10 videos (Total 53 min), 9 readings, 5 quizzes
10 videos
Video 2 - The role of sales6m
Video 1 - How the external environment shape the sales potential5m
Video 2 - The complexity of the external environment4m
Video 3 - Monitoring Approaches7m
Video 1 - Implications of external changes in competitive strategy4m
Video 2 - On the need to adjust strategy4m
Video 1- Internal analysis and implications on sales7m
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2m
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4m
9 readings
Relationship between Sales and Strategy10m
The role of Sales10m
How the external environment shapes the sales potential10m
The Complexity of the External Environment10m
Monitoring Approaches10m
Implications of external changes in competitive strategy10m
The need to introduce changes in the strategies10m
Internal analysis and implications on sales10m
Bridging the gap between strategy and sales by applying intelligence analysis10m
5 practice exercises
Practice quiz: Strategy to Sales through intelligence analysis30m
Practice quiz: External environment30m
Practice quiz: Implications of external environment in competitive analysis30m
Practice quiz: Internal analysis and implications on sales30m
Graded quiz: Applying intelligence to understand your strategic context30m
Week
3

Week 3

5 hours to complete

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

5 hours to complete
13 videos (Total 61 min), 12 readings, 3 quizzes
13 videos
Video 2 - 5 Forces Analysis4m
Video 3 - STEEP Analysis3m
Video 4 - 4 Corners Analysis - Oriented to Competitors5m
Video 5 - 4 Corners Analysis – Oriented to Clients4m
Video 6 - Value Chain Analysis6m
Video 7 - VRIO Analysis5m
Video 8 - Demand estimation5m
Video 9 - Probability of Victory Analysis3m
Video 10 - Win Loss Analysis4m
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3m
Video 1 - War Game3m
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3m
12 readings
Importance of analytical tools10m
5 Forces analysis10m
Steep Analysis10m
Corners Analysis - Oriented to competitors10m
4 Corners Analysis – Oriented to Clients10m
Value Chain Analysis10m
VRIO Analysis10m
Demand estimation10m
Probability of Victory Analysis10m
Win-Loss Analysis10m
Integrating intelligence analysis outcomes to sales planning10m
War Game10m
3 practice exercises
Practice quiz: Analytical Techniques30m
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.30m
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30m
Week
4

Week 4

1 hour to complete

Module 4 - Strategic sales Management in action – joining intelligence in your journey

1 hour to complete
2 videos (Total 13 min), 1 reading, 1 quiz
2 videos
Video 2 - Assingment developing process7m
1 reading
CASE HELVETIA BRAZIL - SALES DECISIONS10m

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About the Strategic Sales Management Specialization

Strategic Sales Management

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