Video 1 - Physiological variables and how thay affect Sales

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Del curso dictado por Fundação Instituto de Administração

Models & Frameworks to Support Sales Planning

15 calificaciones

Fundação Instituto de Administração

Models & Frameworks to Support Sales Planning

15 calificaciones

Curso 3 de 5 en SpecializationStrategic Sales Management

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 analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology. At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied. In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions. Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order. We look forward to having you during the course modules and lessons.

De la lección

module 3 - Soft Skills

Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise.

Video 1 - Physiological variables and how thay affect Sales7:17

Video 2 - Psychological variables and how they affect Sales6:18

Conoce a los instructores

Nelson Yoshida
Ph.D., MBA, B.Eng.
FIA Profuturo – Futures Studies Program
Samantha Mazzero
MSc, MBA, BS Math
FIA Profuturo – Futures Studies Program
Edson Ito
Specialist Professor
Cesar Rodrigues
Specialist Professor

[SOUND] Hi,

welcome back.

One of the characteristics of personal selling is that it

involves personal interactions between companies' representatives.

This context is important for exchanging information, building your relationship,

solving problems together and influencing each other's positions.

This interaction totally depends on our cognitive abilities,

the ability to collect information through the senses, hearing,

smell, touch, taste, touch.

The ability to process information, how much a person can learn and

use information.

Cognitive flexibility, the ability to change what you think as you think.

The ability to pay attention to multiple elements at the same time.

The recognition of patterns working memory

which is the ability to remember information long enough to perform tasks.

Obviously cognition has other elements, but these are some of

the most important that interest us when discussing sales.

The fact that our cognitive ability is strongly influenced by physiological and

psychological factors and

that we often act as if such influences were not important is a major problem.

Ideally, we should be in the best shape we can

when we interact with the external world.

I will talk about some of the factors that interfere in our current capability.

Physiological factors play a major role.

Whenever we are hungry, thirsty, sleepy, we feel pain,

we are hot, cold, tired, our cognitive ability is affected.

Take for example, one person that is traveling from Chile to China.

Depending on how this trip is organized,

this person may face a 35 hour trip between travel and connection.

This person will be in pain, especially if traveling in economy.

This person was going to be sleepy because of the time difference.

We're talking about a difference between 11 and

13 hours depending on the time of year.

Hunger, because his body has not yet adapted to the time zone.

And this person would not be hungry at the right times.

Also because he is not used to the local cuisine,

he may experience discomfort with some ingredients and seasoning.

This problem will be severely aggravated if the person decides to stop at a hotel,

take a shower and go directly to the business meeting

right after arriving from his long international journey.

Under these conditions,

this person's ability to understand the environment is severely limited.

This person will have difficulties staying awake, thinking,

paying attention, remembering and processing the information he receives.

Additionally, he will probably need to work in a foreign language,

which creates even additional hardship.

Well, what do we do about it?

The first thing is to recognize the effect of physiology in our cognitive ability and

try to mitigate the effects in the most practical and effective way possible.

For example, if you are just bored traveling,

this is what I would recommend you to do.

First, organize your trip so that you can arrive a full day before the meeting.

That way, you will have time to rest and adjust to the time difference and

also that will grant you time to get organized and rested for the meeting.

Second, dealing with the time different and sleep.

The sleep is the one of the best way the body has

to recover from a major effort such as an international trip.

Normally, after a trip like that,

your body may require eight to 12 hours to recover, sometimes more.

One of the issues you will face is the time difference.

One of the solutions is the use of prescribed medicine by your doctor.

For example, melatonin when prescribed by your doctor,

helps you to adapt to the local time.

Under normal conditions the body needs 24 hours

to adjust to each hour of time difference.

With melatonin we can adapt in one or two nights.

Try to take as much sunlight as possible

because that will help you to adapt more quickly to the local time.

Third, hunger, take food according to the local time.

In addition to helping you adapt to the local time,

good nutrition will help you to recover.

Since you are in a foreign country and you are not able to control your meal times,

I suggest you take snacks with you made with a high

natural valuable fiber content, such as oatmeal cookies.

The high fiber content causes your blood sugar to drop slowly,

which helps you to function and maintains the feeling of satiety for longer.

I suggest avoiding sugary drinks and foods like chocolates, sweets and others.

Sugary foods and drinks generate a peak in your glycemic index,

which leads to an increase in insulin production.

An increased insulin production after a few minutes will cause your blood

sugar to drop, making you hungry again, reducing your energy level and

your ability to pay attention, absorb and process new information.

Fourth, cold and heat, dress in layers so

you can put on or take off layers of clothing as required.

It is important that you are prepared because the sensation of cold and

heat effectively alter your cognitive ability.

Obviously, check how the temperature

of the place you are going to travel will be like.

I talked briefly about some of the factors that may impair our cognitive ability.

But there are several order factors.

I really recommend that you prepare yourself properly, so

that you are in the right working condition.

These same element also affect your ability to work on your own country.

Thank you for watching, I'll see you in our next video.

[SOUND]

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