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Sales Strategy
  • Level Professional
  • Duration 16 hours
  • Course by Fundação Instituto de Administração
  • Offered by

About

Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. And this approach contributes to integrating the sales planning process into the corporate strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process. Therefore, the expected outcomes of this course focus on the transition from traditional to strategic sales planning, by discussing and applying the concepts recommended to support the development of the strategic guidelines. The concepts, models, tools, and techniques discussed and practiced during the course focus on the improvement of value creation from the sales function empowered by intelligence analysis, a process which typically applies in the strategy analysis front. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. In this course, the primary learning outcome is the ability to apply intelligence analysis to support sales planning process, and by being able to do this, you’ll improve your competencies and skills to support sales planning with a strategic approach. You’ll develop a final assignment at the end of the course, and it is designed from an adapted real-life business case. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. The outcomes of your analysis on the assignment case will be evaluated through a peer-review process.

Modules

Lesson 1 - From traditional to strategic sales planning process – Why intelligence matters.

    • 3 Videos
    • 3 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: From traditional to strategic sales planning

3 Videos

  • Vídeo 0 - Introduction to Course 2
  • Video 1 - Traditional Sales
  • Video 2 - Strategic Sales

3 Readings

  • Competitive Intelligence
  • Tradicional Sales
  • Strategic Sales

Lesson 2 - Sales intelligence

    • 1 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Sales intelligence

1 Videos

  • Video 1 - Importance of informed decision making

1 Readings

  • On the importance of informed decision making

Lesson 3 - The intelligence cycle (Part 1): The Intelligence Problem Definition in Sales

    • 2 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Problem definition and information gathering

2 Videos

  • Video 1 - The Intelligence Problem Definition in Sales
  • Video 2 - The Information Gathering Cycle

2 Readings

  • The Intelligence Problem Definition in Sales
  • The Information Gathering Cycle

Lesson 4 - The intelligence cycle (Part 2) - KIT & KIQs: Key Intelligence, Topics and Questions, Analysis & Insights, Dissemination

    • 5 Videos
    • 5 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: The intelligence cycle

5 Videos

  • Video 1 - The Intelligence Cycle
  • Video 2 - KIT & KIQs
  • Video 3 - Information Gathering
  • Video 4 - Analysis
  • Video 5 - Dissemination

5 Readings

  • The Intelligence Cycle
  • KIT & KIQs
  • Information Gathering
  • Analysis
  • Dissemination

Lesson 5 - Sales Intelligence Tools and Techniques

    • 2 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Graded quiz: Sales Strategy

2 Videos

  • Sales Intelligence Tools and Techniques
  • Vídeo 2 - Closing Module 1: Sales Intelligence

1 Readings

  • Sales Intelligence Tools and Techniques

Lesson 1 - On Strategy and sales through intelligence analysis.

    • 2 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Strategy to Sales through intelligence analysis

2 Videos

  • Video 1 - Relationship between Sales and Strategy
  • Video 2 - The role of sales

2 Readings

  • Relationship between Sales and Strategy
  • The role of Sales

Lesson 2 - The complexities of the broad external environment.

    • 3 Videos
    • 3 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: External environment

3 Videos

  • Video 1 - How the external environment shape the sales potential
  • Video 2 - The complexity of the external environment
  • Video 3 - Monitoring Approaches

3 Readings

  • How the external environment shapes the sales potential
  • The Complexity of the External Environment
  • Monitoring Approaches

Lesson 3 - Implications of external forces and variables in competitive analysis.

    • 2 Videos
    • 2 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Implications of external environment in competitive analysis

2 Videos

  • Video 1 - Implications of external changes in competitive strategy
  • Video 2 - On the need to adjust strategy

2 Readings

  • Implications of external changes in competitive strategy
  • The need to introduce changes in the strategies

Lesson 4 - Internal analysis and implications on sales.

    • 1 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Internal analysis and implications on sales

1 Videos

  • Video 1- Internal analysis and implications on sales

1 Readings

  • Internal analysis and implications on sales

Lesson 5 - Bridging the gap between strategy and sales by applying intelligence analysis.

    • 2 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Graded quiz: Applying intelligence to understand your strategic context

2 Videos

  • Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis
  • Video 2 - Closing module 2: Applying intelligence to understand your strategic context

1 Readings

  • Bridging the gap between strategy and sales by applying intelligence analysis

Lesson 1 - Analytical Techniques

    • 10 Videos
    • 10 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Analytical Techniques

10 Videos

  • Video 1 - On the importance of analytical tools
  • Video 2 - 5 Forces Analysis
  • Video 3 - STEEP Analysis
  • Video 4 - 4 Corners Analysis - Oriented to Competitors
  • Video 5 - 4 Corners Analysis – Oriented to Clients
  • Video 6 - Value Chain Analysis
  • Video 7 - VRIO Analysis
  • Video 8 - Demand estimation
  • Video 9 - Probability of Victory Analysis
  • Video 10 - Win Loss Analysis

10 Readings

  • Importance of analytical tools
  • 5 Forces analysis
  • Steep Analysis
  • Corners Analysis - Oriented to competitors
  • 4 Corners Analysis – Oriented to Clients
  • Value Chain Analysis
  • VRIO Analysis
  • Demand estimation
  • Probability of Victory Analysis
  • Win-Loss Analysis

Lesson 2 - Integrating outcomes: Synthetize intelligence analysis into sales planning

    • 1 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.

1 Videos

  • Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning

1 Readings

  • Integrating intelligence analysis outcomes to sales planning

Lesson 3 - Advanced analytical Techniques

    • 2 Videos
    • 1 Readings
    • 1 Assignment
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1 Assignment

  • Practice quiz: Intelligence analysis for sales: Analytical tools and techniques

2 Videos

  • Video 1 - War Game
  • Video 2 - Closing Module 3: Applying intelligence to understand your strategic context

1 Readings

  • War Game

Lesson 1 - Case analysis: A real-world case to serve as a business context for the mini-project.

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

  • Course 2 Final Assignment: The Helvetia Case

2 Videos

  • Video 1 - Course 2 in Review
  • Video 2 - Assingment developing process

1 Readings

  • CASE HELVETIA BRAZIL - SALES DECISIONS

Auto Summary

Are you ready to revolutionize your sales strategy with cutting-edge intelligence analysis? Dive into the transformative "Sales Strategy" course, tailored for professionals in the Business & Management domain. Guided by expert instructors, this comprehensive course equips you with the tools, models, and techniques to seamlessly integrate sales planning into your corporate strategy. Over the span of 960 minutes, you'll transition from traditional sales methods to strategic planning, enhancing value creation through intelligence analysis. Engage in dynamic discussions on connecting strategy to marketing and sales processes, and develop critical competencies to elevate your sales function. As a capstone, you’ll tackle a real-life business case, applying the conceptual frameworks learned throughout the course. Your solutions will be peer-reviewed, ensuring a robust learning experience. Available through Coursera, you can choose from Starter or Professional subscription options. This course is designed for professionals eager to refine their sales planning skills and drive strategic growth. Embark on this journey to transform your sales approach and achieve remarkable business outcomes.

Nelson Yoshida
Instructors

Nelson Yoshida

Edson Ito
Instructors

Edson Ito

Samantha Mazzero
Instructors

Samantha Mazzero