Acerca de este Curso
4.5
11 calificaciones
1 revisiones
Programa Especializado
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Nivel intermedio

Nivel intermedio

Horas para completar

Aprox. 17 horas para completar

Sugerido: 4 weeks, 3 to 5 hours per week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English)
Programa Especializado
100 % en línea

100 % en línea

Comienza de inmediato y aprende a tu propio ritmo.
Fechas límite flexibles

Fechas límite flexibles

Restablece las fechas límite en función de tus horarios.
Nivel intermedio

Nivel intermedio

Horas para completar

Aprox. 17 horas para completar

Sugerido: 4 weeks, 3 to 5 hours per week...
Idiomas disponibles

Inglés (English)

Subtítulos: Inglés (English)

Programa - Qué aprenderás en este curso

Semana
1
Horas para completar
4 horas para completar

MODULE 1 - Marketing Principles for Strategic Planning

This module is aimed to deepen the discussion regarding marketing and strategy concepts. And these concepts play a critical role in the sales planning and management functions. A company's managers can perform this role smoothly; another company's managers may have limitations in this process. In the latter case, marketing and sales functions will be misaligned, which reduces the company's value creation potential through the sales. Therefore, this module initiates Course 4 with focus on the marketing foundations that relate to sales. The module's primary learning outcomes are - Improved understanding of the foundations of marketing and how they interact with sales; identify the interactions between marketing related variables and the sales functions; and improved knowledge and skills to support marketing planning through the sales team contributions in product development, pricing, place, and promotions. ...
Reading
11 videos (Total 63 min), 12 readings, 6 quizzes
Video11 videos
Video 1 - How to Market a Mousetrap7m
Video 2 - Marketing Overview - A Brief History of Marketing6m
Video 1 - Pricing Impact on Sales - Pt 14m
Video 2 - Pricing Impact on Sales - Pt 2 (Pricing Generic Strategies)5m
Video 3 - Pricing Impact on Sales - Pt 3 (Revenue Management)7m
Video 4 - Pricing Impact on Sales - Pt 4 (Improving the Pocket Price)5m
Video 1 - Place & Point of Sales5m
Video 1 - Promotion & Advertising Allowances to Sales Force7m
Video 1 - The Missing "P": The Role of Sales in Product Development7m
Video 1 - Module 1 Wrap-up session2m
Reading12 lecturas
Introducing the History of Marketing Theory and Practice10m
Should Salespeople be given pricing authority?10m
How to effectively avoid and handle objections based on value?10m
Price Elasticity 101: The Necessities and Your Pricing Strategy10m
The power of pricing10m
The Profit Leakage: The Price Waterfall10m
Book: Principles of Marketing10m
Book: Principles of Marketing. Chapter 13.110m
Whitepaper "Friction Between Sales & Marketing in Channel Decisions" - C.Rodrigues10m
The Costly Bargain of Trade Promotion10m
What strategic role does sales play in product design and development - StartUp Sales. Quora, 2011.10m
Involve sales in product development - Jeff Lash. How To Be a Good Product Manager, 2007.10m
Quiz6 ejercicios de práctica
Test your learning by doing this quiz12m
Test your learning by doing this quiz16m
Test your learning by doing this quiz8m
Test your learning by doing this quiz8m
Test your learning by doing this quiz10m
Test your learning on this module topics, by doing this graded quiz30m
Semana
2
Horas para completar
2 horas para completar

Module 2 - Sales & Marketing Harmonization

Welcome to Sales & Marketing Harmonization module. The learning outcomes of this module are - Deeper awareness and understanding of the typical conflicts between marketing and sales; depicting the roots of the conflicts to support more accurate analyses to address them, and integrating the recommendations and prescriptions applicable to mitigate the conflicts' effects or to prevent them from occurring. In this module, you'll go further on the conceptual basis to improve the potential of value creation through the sales functions, by strengthening the cohesion of marketing and sales functions....
Reading
5 videos (Total 36 min), 4 readings, 3 quizzes
Video5 videos
Video 2 - What Sales thinks about marketers4m
Video 1 - The Typical Conflicts - Harmonizing Sales & Marketing9m
Video 2 - The Typical Conflicts - Harmonizing Sales & Marketing - Interview13m
Video 1 - Sales & Marketing Harmonization Wrap-Up2m
Reading4 lecturas
Sales and Marketing Integration: A Proposed Framework10m
New Commercial Models: What's Working and what's not.10m
Sales and Marketing Integration: A Proposed Framework10m
Sales and Marketing Integration: A Proposed Framework10m
Quiz3 ejercicios de práctica
Test your learning through this quiz12m
Test your learning by doing this quiz16m
Test your learning on this module topics, by doing this graded quiz30m
Semana
3
Horas para completar
4 horas para completar

Module 3 - A Checklist On Sales & Marketing Integration

Welcome to A Checklist on Sales & Marketing Alignment Module. This module's learning outcomes are - Deepen the knowledge of sales & marketing alignment and business success, identifying the level of alignment and what are the gaps to be filled, and analyzing what to do to and implementing the actions to align sales and marketing. By the end of the module, you'll be able to do a critical analysis of the major issues between sales and marketing, identify the roots of the problems, and design alternative approaches to implement to mitigate the consequences and strengthen sales and marketing alignment....
Reading
9 videos (Total 58 min), 7 readings, 4 quizzes
Video9 videos
Video 1 - Types of Misalignment4m
Video 2 - Strategic Misalignment: Portfolio & Positioning7m
Video 3 - Misalignment: Value & S&T6m
Video 1 - Where does the misalignment reside?7m
Video 1 - Filling The Gaps in The Sales & Marketing Connection: Taking the Alignment to the Next Level5m
Video 2 - Filling The Gaps in The Sales & Marketing Connection: Communication7m
Video 3 - Filling The Gaps in The Sales & Marketing Connection: Structure & Processes8m
Video 1- A Checklist on Sales & Marketing Alignment - Module Wrap-Up session3m
Reading7 lecturas
A Simple Way to Test Your Company’s Strategic Alignment10m
The Ultimate Marketing Machine10m
Ending the war between sales and marketing10m
A Few Words About Jack Trout & Positioning8m
Ending the war between sales and marketing10m
Ending the war between sales and marketing10m
Sales and Marketing Integration10m
Quiz4 ejercicios de práctica
Test your learning through this practice quiz18m
Practice quiz to test your learning26m
Practice quiz - Lesson 312m
Test your learning on this module topics, by doing this graded quiz30m
Semana
4
Horas para completar
4 horas para completar

Module 4 - Strategic Sales Management In Action – the journey goes on

Welcome to Applying Sales & Marketing Alignment Module. In this module, you'll develop a final assignment on the topics regarding sales & marketing alignment. And you'll do it on a real-life business case. The instructions for the final assignment bring the business case; the questions prompts to develop the analyses and the peer-review rubrics that you'll apply to evaluate another Learner's assignment. The primary learning outcome of this module is the design of actions and recommendations that support the alignment of sales & marketing....
Reading
4 videos (Total 21 min), 4 readings, 1 quiz
Video4 videos
Rodrigo Antunes, Chief Marketing Officer speaks6m
Case: The Sales Point of View: Walter Miron5m
Instructions for the assignment and peer-review3m
Reading4 lecturas
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel45m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
Opti™: A Marketing & Sales Conflict on Choice of Retail Channel10m
4.5
1 revisionesChevron Right

Principales revisiones

por EHJul 31st 2018

Excellent material. Well presented. Comprehensive.

Instructores

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Samantha Mazzero

MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
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Nelson Yoshida

Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
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Cesar Rodrigues

Specialist Professor

Acerca de 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....

Acerca del programa especializado Strategic Sales Management

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

Preguntas Frecuentes

  • Una vez que te inscribes para obtener un Certificado, tendrás acceso a todos los videos, cuestionarios y tareas de programación (si corresponde). Las tareas calificadas por compañeros solo pueden enviarse y revisarse una vez que haya comenzado tu sesión. Si eliges explorar el curso sin comprarlo, es posible que no puedas acceder a determinadas tareas.

  • Cuando te inscribes en un curso, obtienes acceso a todos los cursos que forman parte del Programa especializado y te darán un Certificado cuando completes el trabajo. Se añadirá tu Certificado electrónico a la página Logros. Desde allí, puedes imprimir tu Certificado o añadirlo a tu perfil de LinkedIn. Si solo quieres leer y visualizar el contenido del curso, puedes auditar el curso sin costo.

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