About this Course
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Intermediate Level

Approx. 18 hours to complete

Suggested: 4 weeks, 2-4 hours per week. ...

English

Subtitles: English

100% online

Start instantly and learn at your own schedule.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Intermediate Level

Approx. 18 hours to complete

Suggested: 4 weeks, 2-4 hours per week. ...

English

Subtitles: English

Syllabus - What you will learn from this course

Week
1
4 hours to complete

Module 1 - Sales intelligence

Welcome to Sales Strategy module. In this module, we discuss the use of intelligence analysis methods to support the sales functions, such as planning and sales operations management. We discuss the benefits of the application of intelligence analysis methods, and how this approach contributes to the sales planning process, by developing this process with a strategic view. The primary learning outcome from this module goes through two essential aspects. The first one is on the awareness front, in the sense that a sales professional would benefit from knowing that intelligence analysis may contribute to the planning process. The second aspect is that the awareness of this benefit leads sales professionals to keep attention to the methods, models, tools, and techniques regarding intelligence analysis. Eventually, they will practice the methods, which will support the development of the sales plan, with an integration of strategy and sales. This course has been developed by prof. Edson Ito with an active participation of Rosangela Ito. Rosangela Ito (MBA) is a specialist in Strategy & Competitive Intelligence, Marketing, and Strategic Partnerships. She has an extensive experience in strategy, international M&A, strategic benchmarking, competitive intelligence, strategic partnerships, brand licensing. She also has an International Certification in Competitive Intelligence at the Fuld Academy of Competitive Intelligence.

...
13 videos (Total 54 min), 12 readings, 5 quizzes
13 videos
Video 1 - Importance of informed decision making4m
Video 1 - The Intelligence Problem Definition in Sales3m
Video 2 - The Information Gathering Cycle4m
Video 1 - The Intelligence Cycle3m
Video 2 - KIT & KIQs4m
Video 3 - Information Gathering8m
Video 4 - Analysis5m
Video 5 - Dissemination4m
Sales Intelligence Tools and Techniques2m
Vídeo 2 - Closing Module 1: Sales Intelligence3m
12 readings
Competitive Intelligence10m
Tradicional Sales10m
Strategic Sales10m
On the importance of informed decision making10m
The Intelligence Problem Definition in Sales10m
The Information Gathering Cycle10m
The Intelligence Cycle10m
KIT & KIQs10m
Information Gathering10m
Analysis10m
Dissemination10m
Sales Intelligence Tools and Techniques10m
5 practice exercises
Practice quiz: From traditional to strategic sales planning6m
Practice quiz: Sales intelligence6m
Practice quiz: Problem definition and information gathering6m
Practice quiz: The intelligence cycle6m
Graded quiz: Sales Strategy35m
Week
2
3 hours to complete

Module 2 - Applying intelligence to understand your strategic context

Welcome to the module dedicated to applying intelligence analysis to understand the strategic context. This module is about going through a practical view of how to apply concepts, models, tools, and techniques related to intelligence analysis, with emphasis to support understanding the strategic context, and how it relates to sales. This module is a natural next step from the previous module, which was focused on the awareness of the benefits of intelligence analysis to the sales planning and management functions. In this module, we’ll discuss the application of intelligence analysis on the external environment. From a sales perspective, the discussion will go through the internal environment analysis and the implications of the external environment analysis outcomes on the internal environment. The convergence of the deeper knowledge about the external environment with the internal environment analysis contributes to the improvement of the sales planning process, and this is the primary learning outcome of this module.

...
10 videos (Total 53 min), 9 readings, 5 quizzes
10 videos
Video 2 - The complexity of the external environment4m
Video 3 - Monitoring Approaches7m
Video 1 - Implications of external changes in competitive strategy4m
Video 2 - On the need to adjust strategy4m
Video 1- Internal analysis and implications on sales7m
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis2m
Video 2 - Closing module 2: Applying intelligence to understand your strategic context4m
9 readings
Relationship between Sales and Strategy10m
The role of Sales10m
How the external environment shapes the sales potential10m
The Complexity of the External Environment10m
Monitoring Approaches10m
Implications of external changes in competitive strategy10m
The need to introduce changes in the strategies10m
Internal analysis and implications on sales10m
Bridging the gap between strategy and sales by applying intelligence analysis10m
5 practice exercises
Practice quiz: Strategy to Sales through intelligence analysis6m
Practice quiz: External environment6m
Practice quiz: Implications of external environment in competitive analysis6m
Practice quiz: Internal analysis and implications on sales4m
Graded quiz: Applying intelligence to understand your strategic context30m
Week
3
4 hours to complete

Module 3 - Intelligence analysis for sales: Analytical tools and techniques

Welcome to module 3 – Intelligence analytical tools and techniques to support the sales strategy. At this point of the course, we already have an awareness of the effectiveness of intelligence analysis to improve sales planning process. Also, we have a conceptual understanding of how intelligence analysis can support the external environment assessment and the connection between the external and internal environment. Now it’s time to dedicate some efforts in the analytical tools and techniques, with the recommendations on how to apply them, and the use of their outcomes in the sales planning and management processes. This module primary learning outcome is the knowledge of the different analytical tools and techniques, and how they can contribute to the sales planning and management processes. We’ll discuss the tools and techniques, the recommendations of how to apply them, and the applicability of the tools and techniques analyses outcomes in the sales planning process.

...
13 videos (Total 61 min), 12 readings, 3 quizzes
13 videos
Video 4 - 4 Corners Analysis - Oriented to Competitors5m
Video 5 - 4 Corners Analysis – Oriented to Clients4m
Video 6 - Value Chain Analysis6m
Video 7 - VRIO Analysis5m
Video 8 - Demand estimation5m
Video 9 - Probability of Victory Analysis3m
Video 10 - Win Loss Analysis4m
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning3m
Video 1 - War Game3m
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context3m
12 readings
Importance of analytical tools10m
5 Forces analysis10m
Steep Analysis10m
Corners Analysis - Oriented to competitors10m
4 Corners Analysis – Oriented to Clients10m
Value Chain Analysis10m
VRIO Analysis10m
Demand estimation10m
Probability of Victory Analysis10m
Win-Loss Analysis10m
Integrating intelligence analysis outcomes to sales planning10m
War Game10m
3 practice exercises
Practice quiz: Analytical Techniques6m
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.6m
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques30m
Week
4
2 hours to complete

Module 4 - Strategic sales Management in action – joining intelligence in your journey

Welcome to module 4 – Intelligence analytical tools and techniques in practice. This module guides you to develop the final assignment of Course 2: Sales Strategy. The challenge of the assignment is to develop analyses regarding sales functions, by applying intelligence analytical tools and techniques. We use a case to bring business context that describes a real-life experience, and the case presents challenging issues that involve strategic and sales scopes. You’ll be required to apply the concepts discussed in the modules of the course 2, and come out with propositions of approaches. The proposition has to be supported by your reasoning, which should be the consequence of the analyses you develop applying the tools and techniques discussed in Course 2.

...
2 videos (Total 13 min), 1 reading, 1 quiz
1 reading
CASE HELVETIA BRAZIL - SALES DECISIONS10m
4.5
10 ReviewsChevron Right

Top reviews from Sales Strategy

By ASOct 9th 2018

great contents and excellent presenter. He is clearly providing the information in a easy way

By MPSep 20th 2018

Finally some practical tools to use in sales strategies! Loved it.

Instructors

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Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
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Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Edson Ito

Specialist Professor

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.

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