Strategic Sales Management Specialization

Starts Nov 27

Strategic Sales Management Specialization

Strategic Sales Management Specialization

Improve your Sales Management expertise. Create more value by applying concepts, models, and frameworks to support sales planning

About This 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.

Created by:

courses
5 courses

Follow the suggested order or choose your own.

projects
Projects

Designed to help you practice and apply the skills you learn.

certificates
Certificates

Highlight your new skills on your resume or LinkedIn.

Projects Overview

Courses
Intermediate Specialization.
Some related experience required.
  1. COURSE 1

    Effective Sales – An Overview

    Upcoming session: Nov 27
    Commitment
    4 weeks, 3-5 hours per week.
    Subtitles
    English

    About the 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 t
  2. COURSE 2

    Sales Strategy

    Upcoming session: Nov 27
    Commitment
    4 weeks, 2-4 hours per week.
    Subtitles
    English

    About the Course

    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 strateg
  3. COURSE 3

    Models & Frameworks to Support Sales Planning

    Upcoming session: Nov 27
    Commitment
    4 weeks to finish the Course | 2.2 to 4.0 hours/week
    Subtitles
    English

    About the Course

    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 an
  4. COURSE 4

    Sales & Marketing Alignment

    Starts December 2017
    Commitment
    4 weeks, 3 to 5 hours per week
    Subtitles
    English

    About the Course

    Welcome to Course 4 – Sales & Marketing Alignment. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. As we discussed in Course 1 – Effective Sales, strategy, and sales must be integrated to support a high potential for value creation through the sales functions. We also mentioned that strategy and sales integration can be supported by marketing functions. The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). By the consequence, at this point of this specialization, you are in a good position to go further in the sales planning and management functions. And this is the moment to tackle one of the biggest challenges that most sales professionals must address with diligence – Sales & Marketing Alignment. The primary learning outcome of this course is to prepare you to apply concepts to support this alignment, with prescriptions and recommendations that contribute to improving the alignment. The improvement in the knowledge, competencies, and skills regarding sales & marketing alignment will contribute to increasing the potential for value creation from a strategic sales planning approach.
  5. COURSE 5

    Strategic Sales Management Final Project

    Starts January 2018
    Commitment
    4 weeks, 3 to 5 hours per week
    Subtitles
    English

    About the Course

    Welcome to Course 5 – Strategic Sales Management Final Project. In this course, you’ll develop the final project of the specialization, which is an application of the whole set of concepts, models, frameworks, tools, and techniques discussed and practiced through the four previous courses. A business case provides the business context to serve as the reference to support your analyses regarding strategy, marketing, and sales integration. The case is adapted from a real-life experience. Having developed these analyses, you will follow the project instructions that lead you to the application of the concepts you have learned so far, and proceed to the sales planning processes to support the development of a sales plan structure, on which the sales plan can be further developed in a later moment. The primary learning outcome of this course is to prepare the sales plan structure from analyzing the business case. The sales plan structure is aimed to provide all strategic sales guidelines that support the development of the sales plan. Whereas the sales plan structure may not be a detailed sales plan, it will provide all the aspects necessary to develop the sales plan. The project will be peer-reviewed, and the instructions to develop it also bring the rubrics to develop the review.

Creators

  • Fundação Instituto de Administração

    Fundação Instituto de Administração (FIA) is recognized as one of the top business schools in Brazil, it pioneered with the International Executive MBA course in the Brazilian market, and for more than 23 years, FIA has been offering a complete portfolio of executive education courses, preparing top-level executives, graduate and undergraduate students in business administration, with courses in Portuguese and English, for Brazilians and also for students from abroad.

    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.

  • Edson Ito

    Edson Ito

    Specialist Professor
  • Cesar Rodrigues

    Cesar Rodrigues

    Specialist Professor
  • Nelson Yoshida

    Nelson Yoshida

    Ph.D., MBA, B.Eng.
  • Samantha Mazzero

    Samantha Mazzero

    MSc, MBA, BS Math

FAQs

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