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다음 전문 분야의 5개 강좌 중 3번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

중급 단계

완료하는 데 약 21시간 필요

권장: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...

영어

자막: 영어

다음 전문 분야의 5개 강좌 중 3번째 강좌:

100% 온라인

지금 바로 시작해 나만의 일정에 따라 학습을 진행하세요.

유동적 마감일

일정에 따라 마감일을 재설정합니다.

중급 단계

완료하는 데 약 21시간 필요

권장: 4 weeks to finish the Course | 2.2 to 4.0 hours/week...

영어

자막: 영어

강의 계획 - 이 강좌에서 배울 내용

1
완료하는 데 5시간 필요

Module 1 - Sales Management

10개 동영상 (총 67분), 14 readings, 7 quizzes
10개의 동영상
Video 1 - Planning your sales: Operational variables4m
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 17m
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 24m
Video 1 - The Leadership Role in Sales6m
Video 1 - The Strategizer: Episode 108m
Video 1 - Resource Allocation7m
Video 1 - Performance Management7m
Video 1 - Post-sales Framework7m
Video 2 - Closing Module 1: Sales Management3m
14개의 읽기 자료
Planning your sales: Operational variables10m
How to Succeed at Key Account Management10m
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School10m
The Flaw in Customer Lifetime Value10m
Key Account Management10m
The 7 Attributes of the Most Effective Sales Leaders10m
Looking beyond technology to drive sales operations10m
Getting more from your training programs10m
BCG Classics Revisited: The Growth Share Matrix10m
Selling Power Magazine - 500 Largest Sales Forces in 2016.10m
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why10m
Infographic: Customer acquisition vs. retention costs10m
Relationship Selling May Feel Good But It Doesn’t Really Work10m
Selling is not about relationships10m
7개 연습문제
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts4m
Practice quiz: Key Account Management14m
Practice quiz: Leadership in sales6m
Practice quiz: Sales training4m
Practice quiz: Resource allocation in sales10m
Practice quiz: Performance management8m
Graded quiz: Sales Management45m
2
완료하는 데 4시간 필요

Module 2 - Selling Models and Frameworks

11개 동영상 (총 60분), 12 readings, 6 quizzes
11개의 동영상
Video 1 - Customer Centric Model4m
Video 1 - PSS Model (Professional Selling Skills)6m
Video 2: PSS – Presentation & Objections handling5m
Video 3 - PSS - Closing3m
Video 1 - Relationship Selling Model4m
Video 1 - SPIN Selling P13m
Video 2 - SPIN Selling P25m
Video 1 -The three stages of a Sales call10m
Video 1 - Conceptual Selling - Miller-Heiman Model6m
Video 2 - Closing Module 2: Selling Models and Frameworks4m
12개의 읽기 자료
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople10m
Customer-Centric Model10m
Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts10m
Who Duplicates Success Better Than Xerox?10m
5 Amazing Ways to Build Rapport During B2B Sales Calls10m
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors10m
Spin Selling - A Summary. Selling & Persuasion Techniques.10m
If you are not SPIN selling is time to start.10m
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.10m
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.10m
7 Popular Sales Methodologies Summarized10m
Reviewing Basics of Conceptual Selling10m
6개 연습문제
Practice quiz: Consultative Selling Model8m
Practice quiz: Professional Selling Model - PSS14m
Practice quiz: Relationship Selling Model4m
Practice quiz: SPIN Selling8m
Practice quiz: The 3 Stages of a Sales Call4m
Assignment quiz: Selling Models and Frameworks30m
3
완료하는 데 4시간 필요

module 3 - Soft Skills

10개 동영상 (총 59분), 10 readings, 5 quizzes
10개의 동영상
Video 2 - Influence and Sales4m
Video 3 - Body Language5m
Video 4 - NLP Topics5m
Video 1 - Physiological variables and how thay affect Sales7m
Video 2 - Psychological variables and how they affect Sales6m
Video 1 - Customer Engagement4m
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro6m
Video 1 - Sales Closing7m
Video 2 - Closing Module 3: Soft Skills5m
10개의 읽기 자료
Cognitive Bias and communication10m
Influence and Sales10m
Body Language10m
NLP Topics10m
Physiological variables and how they affect Sales10m
Psychological variables and how they affect Sales10m
B2Bs' Customer Base at Risk10m
Top five sales negotiations mistakes10m
Close the Sale: Techniques10m
Why sales reps talk too much10m
5개 연습문제
Practice quiz: Communications8m
Practice quiz: Physiological & Psychological Aspects6m
Practice quiz: Customer Engagement6m
Practice quiz: Negotitation4m
Graded quiz: Soft Skills35m
4
완료하는 데 3시간 필요

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

2개 동영상 (총 16분), 1 quiz
2개의 동영상
Video 2 - Course 3: Assignment developing process7m
4.6
4개의 리뷰Chevron Right

Models & Frameworks to Support Sales Planning 의 최상위 리뷰

대학: ABMay 17th 2018

Dear All, course ontent was very relevant, but the peer assignment very confusing. Thanks for the attention.

강사

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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
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Cesar Rodrigues

Specialist Professor

Fundação Instituto de Administração 정보

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....

Strategic Sales Management 전문 분야 정보

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

자주 묻는 질문

  • 강좌에 등록하면 바로 모든 비디오, 테스트 및 프로그래밍 과제(해당하는 경우)에 접근할 수 있습니다. 상호 첨삭 과제는 이 세션이 시작된 경우에만 제출하고 검토할 수 있습니다. 강좌를 구매하지 않고 살펴보기만 하면 특정 과제에 접근하지 못할 수 있습니다.

  • 강좌를 등록하면 전문 분야의 모든 강좌에 접근할 수 있고 강좌를 완료하면 수료증을 취득할 수 있습니다. 전자 수료증이 성취도 페이지에 추가되며 해당 페이지에서 수료증을 인쇄하거나 LinkedIn 프로필에 수료증을 추가할 수 있습니다. 강좌 내용만 읽고 살펴보려면 해당 강좌를 무료로 청강할 수 있습니다.

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