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Effective Sales – An Overview
  • Level Professional
  • المدة
  • الطبع بواسطة Fundação Instituto de Administração
  • Offered by

عن

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. These variables are all related to the strategy of the company. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. That means sales professionals are from all sectors. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. And this approach applies to a diverse range of sectors. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan structure, which will support the sale plan development.

الوحدات

Lesson 1 - Integrating Strategies: Company, Sales & Marketing

    • 6 Videos
    • 2 Readings
    • 2 Assignment
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2 Assignment

  • Practice quiz: Overview on stategy, marketing and sales
  • Practice quiz: Integrating Strategies: Company, Sales & Marketing

6 Videos

  • Video 1 - Welcome video
  • Video 2 - Presenting Logan Padawan - The new sales manager
  • Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing
  • Video 4 - The integration of strategy, marketing, and sales
  • Video 5 - Integrating Strategies: Company, Sales & Marketing
  • Video 6 - The Strategizer: our hub for sales strategy - Episode 1

2 Readings

  • Strategic Sales Management - Specialization Overview
  • Integrating strategies: Company, Sales, and Marketing

Lesson 2 - Is Selling An Art Or A Science?

    • 2 Videos
    • 3 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Overview on stategy, marketing and sales

2 Videos

  • Video 1 - Xavier and Logan in: Selling is art or science
  • Video 2 - More science than art: Sales in focus

3 Readings

  • The History of Professional Selling
  • A Brief History of Selling (Infographic)
  • The History of Selling (Infographic)

Lesson 3 - End the War Between Sales and Marketing: A Convergent Approach

    • 3 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning

3 Videos

  • Video 1 - Xavier and Logan in: Stop fighting with marketing
  • Video 2 - Marketing and Sales walk together
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 2

1 Readings

  • Ending the war between sales and marketing

Lesson 4 - The Sales Strategy Cycle Overview: Planning, Preparation, Execution & Monitoring

    • 3 Videos
    • 1 Readings
    • 2 Assignment
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2 Assignment

  • Sales strategy cycle.
  • Final assignment for Effective Sales Plannning

3 Videos

  • Video 1 - Xavier and Logan in: The sales strategy cycle
  • Video 2 - The sales cycles - Part 1
  • Video 3 - The sales cycles - Part 2

1 Readings

  • Reading - Sales Strategy Cycle

Lesson 5 - Wrap Up: What Have We Learned?

    • 3 Videos
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3 Videos

  • Video 1 - Xavier and Logan in: Effective sales planning
  • Video 2 - Wrap Up - What Have We Learned?
  • Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi

Lesson 1 - Aligning Sales Planning to Corporate Strategy

    • 4 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Aligning sales planning to corporate strategy

4 Videos

  • Video 1 - Welcome to sales planning and corporate strategy alignment
  • Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy
  • Video 3 - Sales planning in alignment to corporate strategy
  • Video 4 - The Strategizer: our hub for sales strategy - Episode 3

1 Readings

  • Sales Planning: Integration with Corporate Strategy

Lesson 2 - Balancing Customers’ and Company’s Interests

    • 3 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning

3 Videos

  • Video 1 - Xavier and Logan in: Balancing customers' and the company's interests
  • Video 2 - The convergence of company's and customers' interests
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 4

1 Readings

  • Balancing Customer Service and Satisfaction

Lesson 3 - Streamlining Sales with Industrial Operations and Services Development.

    • 3 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Streamlining sales and operations

3 Videos

  • Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations
  • Video 2 - Streamlining sales and industrial/services operations
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 5

1 Readings

  • Streamlining Sales with Industrial Operations and Services Development

Lesson 4 - Strategic Sales Planning Based on Financial.

    • 4 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Strategic Sales Planning

4 Videos

  • Video 1 - Xavier and Logan in: Sales planning based on financials
  • Video 2 - Sales planning and financials - Part 1
  • Video 3 - Sales planning and financials - Part 2
  • Video 4 - The Strategizer: our hub for sales strategy - Episode 6

2 Readings

  • Sales planning and financial aspects
  • Sales planning and financial aspects (II)

Lesson 5 - Establishing Goals and Targets

    • 3 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Establishing goals and targets

3 Videos

  • Video 1 - Xavier and Logan in: Defining goals and targets
  • Video 2 - Fine-tuning goals and targets in sales planning
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 7

1 Readings

  • Reading - Setting goals

Lesson 6 - Incentives and Compensation

    • 3 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning

3 Videos

  • Video 1 - Xavier and Logan in: Sales performance management
  • Video 2 - Incentives, compensation, and performance management
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 8

1 Readings

  • How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan

Lesson 7 - Strategic Salesforce Development and Leadership

    • 4 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Strategic Sales Planning - Evaluation

4 Videos

  • Video 1 - Xavier and Logan in: Sales leadership
  • Video 2 - Leading salesforce development
  • Video 3 - The Strategizer: our hub for sales strategy - Episode 9
  • Video 4 - Strategic sales management - Wrap up session

1 Readings

  • Ethical leadership in the salesforce

Lesson 1 - Fundamentals Of Customer Centric Selling

    • 3 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Customer-centric selling

3 Videos

  • Video 1 - Xavier and Logan in: Customer centric selling
  • Video 2 - Customer centric selling model explained
  • Video 3 - Why Customer Centric Selling

2 Readings

  • Customer-centric selling
  • Why Customer Centric Selling

Lesson 2 - Strategic Customer Centric Selling

    • 2 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Change in relationship between companies - Why it matters

2 Videos

  • Video 1 - How the relationship between companies has changed and why it matters
  • Video 2 - A new model for a new environment

2 Readings

  • Change in relationship between companies - Why it matters
  • A new model for a new environment

Lesson 3 - Shared Value – Selling To Create Long Term Relationship.

    • 2 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Customer relationship: Implications of Customer centered sales

2 Videos

  • Video 1 - Xavier and Logan in: Long-term customers relationship
  • Video 2 - Long-term customers relationship

1 Readings

  • Customer relationship: Implications of Customer centered sales

Lesson 4 - Building Strategic Relationship – Lifetime Value.

    • 2 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Graded quiz: Customer oriented selling

2 Videos

  • Video 1 - Why selling once won’t cut it anymore
  • Video 2 - Customer-centric selling - Wrap-up session

2 Readings

  • Selling once won't cut it anymore
  • Customer-centric selling wrap-up

Lesson 1 - Structuring Sales Function Covered In Course 1.

    • 2 Videos
    • 1 Readings
    • 1 PeerReview
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1 Peer Review

  • Course 1 Final assignment development and peer-review instructions

2 Videos

  • Video 1 - Conceptual review
  • Video 2 - Assignment developing process

1 Readings

  • Reading: Printing & Graphics industry case

Auto Summary

Discover "Effective Sales – An Overview," a professional-level Coursera specialization designed to enhance your sales planning and management skills. Targeted at experienced sales professionals aiming for managerial roles, this course offers practical and conceptual guidance aligned with company strategies. Learn through models, frameworks, and tools applicable across various industries, including agriculture, pharmaceuticals, and retail. Ideal for those with a business background, this course supports career advancement in sales management.

Nelson Yoshida
Instructors

Nelson Yoshida

Cesar Rodrigues
Instructors

Cesar Rodrigues

Samantha Mazzero
Instructors

Samantha Mazzero