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Models & Frameworks to Support Sales Planning
  • Level Professional
  • المدة 22 ساعات hours
  • الطبع بواسطة Fundação Instituto de Administração
  • Offered by

عن

Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology. At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied. In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions. Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order. We look forward to having you during the course modules and lessons.

الوحدات

Lesson 1 - Sales Operational Variables: Sales Force, Territories, Customers, Accounts

    • 2 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts

2 Videos

  • Video 0 - Introduction to Course 3
  • Video 1 - Planning your sales: Operational variables

1 Readings

  • Planning your sales: Operational variables

Lesson 2 - Key Account Management: Structuring Sales to Manage Special Customers

    • 2 Videos
    • 4 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Key Account Management

2 Videos

  • Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 1
  • Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 2

4 Readings

  • How to Succeed at Key Account Management
  • Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School
  • The Flaw in Customer Lifetime Value
  • Key Account Management

Lesson 3 - The Leadership Role in Sales

    • 1 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Leadership in sales

1 Videos

  • Video 1 - The Leadership Role in Sales

2 Readings

  • The 7 Attributes of the Most Effective Sales Leaders
  • Looking beyond technology to drive sales operations

Lesson 4 - Sales Training (Interview)

    • 1 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Sales training

1 Videos

  • Video 1 - The Strategizer: Episode 10

1 Readings

  • Getting more from your training programs

Lesson 5 - Resource Allocation in Sales

    • 1 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Resource allocation in sales

1 Videos

  • Video 1 - Resource Allocation

2 Readings

  • BCG Classics Revisited: The Growth Share Matrix
  • Selling Power Magazine - 500 Largest Sales Forces in 2016.

Lesson 6 - Performance Management

    • 1 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Performance management

1 Videos

  • Video 1 - Performance Management

1 Readings

  • The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why

Lesson 7 - Post-sales Framework

    • 2 Videos
    • 3 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Graded quiz: Sales Management

2 Videos

  • Video 1 - Post-sales Framework
  • Video 2 - Closing Module 1: Sales Management

3 Readings

  • Infographic: Customer acquisition vs. retention costs
  • Relationship Selling May Feel Good But It Doesn’t Really Work
  • Selling is not about relationships

Lesson 1 - Consultative Selling Model

    • 1 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Consultative Selling Model

1 Videos

  • Video 1 - Consultative Selling Model

1 Readings

  • Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople

Lesson 2 - Customer Centric Model

    • 1 Videos
    • 1 Readings
Show info about module content

1 Videos

  • Video 1 - Customer Centric Model

1 Readings

  • Customer-Centric Model

Lesson 3 - PSS Model (Professional Selling Skills)

    • 3 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Professional Selling Model - PSS

3 Videos

  • Video 1 - PSS Model (Professional Selling Skills)
  • Video 2: PSS – Presentation & Objections handling
  • Video 3 - PSS - Closing

2 Readings

  • Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts
  • Who Duplicates Success Better Than Xerox?

Lesson 4 - Relationship Selling Model

    • 1 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Relationship Selling Model

1 Videos

  • Video 1 - Relationship Selling Model

2 Readings

  • 5 Amazing Ways to Build Rapport During B2B Sales Calls
  • Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors

Lesson 5 - SPIN Selling

    • 2 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: SPIN Selling

2 Videos

  • Video 1 - SPIN Selling P1
  • Video 2 - SPIN Selling P2

2 Readings

  • Spin Selling - A Summary. Selling & Persuasion Techniques.
  • If you are not SPIN selling is time to start.

Lesson 6 - The 3 Stages of a Sales Call (Interview)

    • 1 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: The 3 Stages of a Sales Call

1 Videos

  • Video 1 -The three stages of a Sales call

2 Readings

  • Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.
  • Analysis leads to action - Malcom Fleschner. Selling Power Magazine.

Lesson 7 - The Miller-Heiman model

    • 2 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Assignment quiz: Selling Models and Frameworks

2 Videos

  • Video 1 - Conceptual Selling - Miller-Heiman Model
  • Video 2 - Closing Module 2: Selling Models and Frameworks

2 Readings

  • 7 Popular Sales Methodologies Summarized
  • Reviewing Basics of Conceptual Selling

Lesson 1 - Communication – Listening Skills, Presentation Skills, Cognitive Bias, Body Language, NLP Topics

    • 4 Videos
    • 4 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Communications

4 Videos

  • Video 1 - Cognitive Bias and communications
  • Video 2 - Influence and Sales
  • Video 3 - Body Language
  • Video 4 - NLP Topics

4 Readings

  • Cognitive Bias and communication
  • Influence and Sales
  • Body Language
  • NLP Topics

Lesson 2 - Physiological & Psychological Aspects

    • 2 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Physiological & Psychological Aspects

2 Videos

  • Video 1 - Physiological variables and how thay affect Sales
  • Video 2 - Psychological variables and how they affect Sales

2 Readings

  • Physiological variables and how they affect Sales
  • Psychological variables and how they affect Sales

Lesson 3 - Customer Engagement

    • 1 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Customer Engagement

1 Videos

  • Video 1 - Customer Engagement

1 Readings

  • B2Bs' Customer Base at Risk

Lesson 4 - Negotiation (Interview)

    • 1 Videos
    • 1 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice quiz: Negotitation

1 Videos

  • Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro

1 Readings

  • Top five sales negotiations mistakes

Lesson 5 - Sales Closing

    • 2 Videos
    • 2 Readings
    • 1 Assignment
Show info about module content

1 Assignment

  • Graded quiz: Soft Skills

2 Videos

  • Video 1 - Sales Closing
  • Video 2 - Closing Module 3: Soft Skills

2 Readings

  • Close the Sale: Techniques
  • Why sales reps talk too much

Lesson 1 - Communication – Listening Skills, Presentation Skills, Cognitive Bias, Body Language, NLP Topics

    • 2 Videos
    • 1 PeerReview
Show info about module content

1 Peer Review

  • Leadership Challenge: Logan’s team developing planning

2 Videos

  • Video 1 - Course 3: Assignment developing process
  • Video 2 - Course 3: Assignment developing process

Auto Summary

"Models & Frameworks to Support Sales Planning" is a professional-level course in the Business & Management domain, led by Coursera. It focuses on enhancing analytical skills for sales planning and management through conceptual selling models and frameworks. The course spans 1320 minutes and covers sales management, hard skills for sales planning, and essential soft skills for human interactions. Subscription options include Starter and Professional. Ideal for professionals seeking to improve their sales planning capabilities.

Edson Ito
Instructors

Edson Ito

Cesar Rodrigues
Instructors

Cesar Rodrigues

Samantha Mazzero
Instructors

Samantha Mazzero