About this Course

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

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

English

Subtitles: English
User
Learners taking this Course are
  • Sales Associates
  • Project Managers
  • Consultants
  • Engineers
User
Learners taking this Course are
  • Sales Associates
  • Project Managers
  • Consultants
  • Engineers

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

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

English

Subtitles: English

Syllabus - What you will learn from this course

Week
1
2 hours to complete

Module 1 - Strategy & Sales

4 videos (Total 11 min), 3 readings, 1 quiz
4 videos
Video 2 - Opening Session2m
Video 3 - Assignment Overview2m
Video 4 - Closing Module 1 - Strategy & Sales2m
3 readings
Final project assignment - General Instructions P110m
Business Case - Printing and Graphics20m
Case - Supplement B25m
1 practice exercise
Check your learning on the topics54m
Week
2
3 hours to complete

Module 2 - Effective Sales Planning Through Strategic Analysis

2 videos (Total 4 min), 3 readings, 1 quiz
2 videos
Video 2 - Closing session - Module 21m
3 readings
Business Case - Printing and Graphics15m
Case - Supplement B15m
Instructions for peer-reviewed assignment - Gap Analysis3m
Week
3
2 hours to complete

Module 3 - Sales Models, frameworks, and Marketing Alignment

2 videos (Total 5 min), 2 readings, 1 quiz
2 videos
Video 2 - Closing Session - Module 32m
2 readings
Final Project - General instructions Part 210m
Case - Supplement C30m
1 practice exercise
Check your learning doing this quiz1h 15m
Week
4
3 hours to complete

Module 4 - Strategic Sales into Corporate Strategy

3 videos (Total 8 min), 3 readings, 1 quiz
3 videos
Video 2 - Strategic Sales Management Specialization - Closing Video5m
Video 1 - Closing Video27s
3 readings
Business case - Printing and graphics10m
Case - Supplement C25m
Instructions for Course 5 | Module 2 Peer-reviewed assignment - Gap Analysis30m

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

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.

More questions? Visit the Learner Help Center.