About this course: 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.
Who is this class for: This course is designed for professionals who seek improvement in the sales planning process, with an emphasis on intelligence analysis application to support a strategic view of sales planning. Typical professionals who benefit from taking this course are among: They are new managers who have just been promoted to a sales manager position. They have been assigned to broader and new set of responsibilities in the company, in the sales area. They might be interested or already have been experiencing challenges in other areas of the company such as marketing and finance. They are product managers who must integrate product management and sales management. They are interested in going further in sales management, with emphasis on a strategic approach. They are looking for sales and marketing positions in other companies. They adopt a lifelong-learning approach to their careers and build a portfolio of expertise proactively.
Created by: Fundação Instituto de Administração
Taught by: Nelson Yoshida, Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Taught by: Samantha Mazzero, MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Taught by: Cesar Rodrigues, Specialist Professor
Taught by: Edson Ito, Specialist Professor
| Basic Info | Course 1 of 5 in the Strategic Sales Management Specialization |
| Level | Intermediate |
| Commitment | 4 weeks, 3-5 hours per week. |
| Language | English |
| Hardware Req | Microsoft Office |
| How To Pass | Pass all graded assignments to complete the course. |
| User Ratings |
Syllabus
WEEK 1
Module 1 - Effective Sales Planning
Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function.
17 videos, 7 readings, 5 practice quizzes
- Video: Video 1 - Welcome video
- Reading: Strategic Sales Management - Specialization Overview
- Video: Video 2 - Presenting Logan Padawan - The new sales manager
- Video: Video 3 - Xavier and Logan in: Integrating Strategies - Company, Sales & Marketing
- Video: Video 4 - The integration of strategy, marketing, and sales
- Practice Quiz: Practice quiz: Overview on stategy, marketing and sales
- Video: Video 5 - Integrating Strategies: Company, Sales & Marketing
- Reading: Integrating strategies: Company, Sales, and Marketing
- Practice Quiz: Practice quiz: Integrating Strategies: Company, Sales & Marketing
- Video: Video 6 - The Strategizer: our hub for sales strategy - Episode 1
- Video: Video 1 - Xavier and Logan in: Selling is art or science
- Video: Video 2 - More science than art: Sales in focus
- Reading: The History of Professional Selling
- Reading: A Brief History of Selling (Infographic)
- Reading: The History of Selling (Infographic)
- Practice Quiz: Practice quiz: Overview on stategy, marketing and sales
- Video: Video 1 - Xavier and Logan in: Stop fighting with marketing
- Video: Video 2 - Marketing and Sales walk together
- Reading: Ending the war between sales and marketing
- Practice Quiz: Practice quiz: Course 1: Effective Sales – An Overview Module 1: Effective Sales Planning
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 2
- Video: Video 1 - Xavier and Logan in: The sales strategy cycle
- Video: Video 2 - The sales cycles - Part 1
- Video: Video 3 - The sales cycles - Part 2
- Reading: Reading - Sales Strategy Cycle
- Practice Quiz: Sales strategy cycle.
- Video: Video 1 - Xavier and Logan in: Effective sales planning
- Video: Video 2 - Wrap Up - What Have We Learned?
- Video: Video 3 - Leia’s message to Learners - The journey to become a Sales Master Jedi
Graded: Final assignment for Effective Sales Plannning
WEEK 2
Module 2 - Strategic Sales Planning
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 to 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, and then the plan implementation and control.
24 videos, 8 readings, 6 practice quizzes
- Video: Video 1 - Welcome to sales planning and corporate strategy alignment
- Video: Video 2 - Xavier and Logan in: Developing the sales plan in alignment to corporate strategy
- Video: Video 3 - Sales planning in alignment to corporate strategy
- Reading: Sales Planning: Integration with Corporate Strategy
- Practice Quiz: Practice quiz: Aligning sales planning to corporate strategy
- Video: Video 4 - The Strategizer: our hub for sales strategy - Episode 3
- Video: Video 1 - Xavier and Logan in: Balancing customers' and the company's interests
- Video: Video 2 - The convergence of company's and customers' interests
- Reading: Balancing Customer Service and Satisfaction
- Practice Quiz: Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 4
- Video: Video 1 - Xavier and Logan in: Streamlining sales and manufacturing operations
- Video: Video 2 - Streamlining sales and industrial/services operations
- Reading: Streamlining Sales with Industrial Operations and Services Development
- Practice Quiz: Practice quiz: Streamlining sales and operations
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 5
- Video: Video 1 - Xavier and Logan in: Sales planning based on financials
- Video: Video 2 - Sales planning and financials - Part 1
- Reading: Sales planning and financial aspects
- Video: Video 3 - Sales planning and financials - Part 2
- Reading: Sales planning and financial aspects (II)
- Practice Quiz: Strategic Sales Planning
- Video: Video 4 - The Strategizer: our hub for sales strategy - Episode 6
- Video: Video 1 - Xavier and Logan in: Defining goals and targets
- Video: Video 2 - Fine-tuning goals and targets in sales planning
- Reading: Reading - Setting goals
- Practice Quiz: Practice quiz: Establishing goals and targets
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 7
- Video: Video 1 - Xavier and Logan in: Sales performance management
- Video: Video 2 - Incentives, compensation, and performance management
- Reading: How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan
- Practice Quiz: Practice quiz: Course 1: Effective Sales – An Overview Module 2: Strategic Sales Planning
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 8
- Video: Video 1 - Xavier and Logan in: Sales leadership
- Video: Video 2 - Leading salesforce development
- Reading: Ethical leadership in the salesforce
- Video: Video 3 - The Strategizer: our hub for sales strategy - Episode 9
- Video: Video 4 - Strategic sales management - Wrap up session
Graded: Strategic Sales Planning - Evaluation
WEEK 3
Module 3 - Customer-oriented Selling
Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy.
The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process.
9 videos, 7 readings, 3 practice quizzes
- Video: Video 1 - Xavier and Logan in: Customer centric selling
- Video: Video 2 - Customer centric selling model explained
- Reading: Customer-centric selling
- Video: Video 3 - Why Customer Centric Selling
- Reading: Why Customer Centric Selling
- Practice Quiz: Practice quiz: Customer-centric selling
- Video: Video 1 - How the relationship between companies has changed and why it matters
- Reading: Change in relationship between companies - Why it matters
- Video: Video 2 - A new model for a new environment
- Reading: A new model for a new environment
- Practice Quiz: Practice quiz: Change in relationship between companies - Why it matters
- Video: Video 1 - Xavier and Logan in: Long-term customers relationship
- Video: Video 2 - Long-term customers relationship
- Reading: Customer relationship: Implications of Customer centered sales
- Practice Quiz: Practice quiz: Customer relationship: Implications of Customer centered sales
- Video: Video 1 - Why selling once won’t cut it anymore
- Reading: Selling once won't cut it anymore
- Video: Video 2 - Customer-centric selling - Wrap-up session
- Reading: Customer-centric selling wrap-up
Graded: Graded quiz: Customer oriented selling
WEEK 4
Module 4 - Strategic Sales Management In Action: Our Journey Begins
Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company.
2 videos, 1 reading
- Video: Video 1 - Conceptual review
- Video: Video 2 - Assignment developing process
- Reading: Reading: Printing & Graphics industry case
Graded: Course 1 Final assignment development and peer-review instructions
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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.
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Ratings and Reviews
Excellent course for the person who wants to start there career in sales.
Very interesting content, the subject will help me at my professional life.
Well done. Great course and amazing instructor!
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Good course, for beginners and mid-level sales professionals