The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. These variables are all related to the strategy of the company. That means sales professionals are from all sectors. The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. Are you ready to join us? What will I be able to do upon completing the Specialization? Construct and apply models for sales strategy implementation. The most common ways are by enrolling on to an online Sales management course where the content will be accessed online or by enrolling on to a classroom Sales management course where the course will be taught in an in-person classroom format, at a given location. The field of strategic management covers topics that help individuals prepare to assume managerial positions in the business world. Its eLearning, technical, and sales training solutions aim to transform people and processes to deliver efficient and maximum performance. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Many people are promoted to the position of Sales Manager without any formal training to do the job. Incorporating theoretical and strategic concepts with applied, practical experience, professors in Sales courses are able to provide students with a better understanding of trade, the marketplace, products, micro- and macro-economic concepts, business management and profitability, to name a few. Choose the right metrics to track your sales efforts and provide clear guidance to higher profits. The potential for value creation through the sales functions will be increased at the end of the Specialization. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … The “Strategic Sales Management” program will tackle the following topics: Best (and Worst) Practices in Sales Force Management Examine the most common mistakes in sales force management. 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. This course is design for sales professionals who seek to improve sales planning and management competencies and skills. As part of its MicroMasters program on Business Management Indian Institute of Management, Bangalore offers Strategic Management – a course that teaches how managers and CEOs develop business strategies. More questions? There are only three ways to actually increase sales. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Note: The online version of Strategic Sales Management is a condensed version of the on-campus program and will run over two days (3.5 hours a day). Develop a customized Customer Value Proposition around which you can align your sales team and corporate strategists. Do I need to take the courses in a specific order? Sales Operations; Sales Strategy; Sales Analysis; The process will vary from business to business, especially as you work your way down the line, but operations, strategy and analysis are the three key starting or focal points. This specialization course focus on providing conceptual and practical guidance on sales planning and management. Welcome to Course 5 - Strategic Sales Management Final Project. In this course, you will learn everything you need to know about strategic management, from strategic flexibility and strategic competitiveness, to internal and external analysis. Great salespeople are critical to the performance of an organization. This training should reinforce previously taught lessons, while also adding in new strategies for them to continue building their skillset. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. If interested in climbing the career ladder as quickly and efficiently as possible, you need to see yourself as both. This course is designed to help learners get the most out of their online experience through discussions with peers, meetings with facilitators, and personalized feedback on your assignments. 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. Course topics include the principles of management, marketing management and strategy, and social marketing. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. 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. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. 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. Apply intelligence analysis to support the integration of sales and strategy. Carry out a self-diagnosis to reflect on your management style … In this intensive online strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. You'll be prompted to complete an application and will be notified if you are approved. And study how to promote improvements with change. 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. This is a class that acquaints students with concepts of organizational theory and management techniques. Many people are promoted to the position of Sales Manager without any formal training to do the job. Professionals from many backgrounds, such as business administration, engineering, economics, accounting and applied social sciences are the typical learners of this specialization, just to mention some examples. Will I earn university credit for completing the Specialization? The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. You can enroll and complete the course to earn a shareable certificate, or you can audit it to view the course materials for free. This Strategic Sales Management online offering will challenge you to consider and try approaches and techniques proven in many industries and inspire you to consistently attain high performance from your sales team. Keep in mind that you may be from a different area, and still be prepared to take this Specialization with all the benefits you may get from doing it. 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. Strategic Sales Management Specialization, Construction Engineering and Management Certificate, Machine Learning for Analytics Certificate, Innovation Management & Entrepreneurship Certificate, Sustainabaility and Development Certificate, Spatial Data Analysis and Visualization Certificate, Master's of Innovation & Entrepreneurship. Appraise the main approaches to strategic sales management. Create more value by applying concepts, models, and frameworks to support sales planning. These days, it isn’t enough to simply label yourself a leader or a manager. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … This Strategic Sales Management Specialization offered by Coursera in partnership with Fundação Instituto de Administração is intended for sales professionals who seek to improve their sales planning and management competencies and skills. Organizational competitive advantage and optimal customer satisfaction is achieved through the understanding of market conditions and the exploration of strategic alternatives. The future of selling is here. Start instantly and learn at your own schedule. Sales Management Basic Training. Miller Heiman Group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. Strategic Account Management will examine a major challenge of sales teams - how to maintain your customer relationships in a competitive marketplace and how to grow their business with you. This Specialization is comprised of 5 courses, and each of them is designed to take one month. Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. The course will end with a capstone module that links sales management and sales strategy with the overall firm strategy. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company. Learn more. As a result, sales management is a vital business function that can have a significant impact on a company’s bottom line. : 01 Vetter: Dr. V.K. Let us go through some sales management strategies: Identify goals and objectives of the sales team. Improve your Sales Management expertise. Learn how to conduct micro-market analysis to find hidden and unique opportunities, discover strategies to streamline your go-to-market process to increase face time with the highest-priority clients, and focus your value proposition for higher conversion rates. Strategic Management plays a crucial role in management decision-making processes, which makes people with strategic management skills highly valuable employees. Evaluate the current strategic sales management practices in an organisation and suggest ways to improve it. 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. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Course) program details such as dates, duration, location and price with The Economist Executive Education Navigator. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order. 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. This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Propose a structure of the sales plan by applying selling models and frameworks. See our full refund policy. 5-week Sales Management Basic Training Course; Sales Resource Vault containing short videos that provide quick refresher for the skills learned in the class. Build your business strategy on the inbound methodology to generate more leads, close more deals, and delight your customers. Construct and apply models for sales strategy implementation. Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). Healthcare Strategica Sales Academy presents the 5-week Sales Management Basic Training Course plus bonus modules and access to the Sales Resource Vault and Learning Library. For this specialization, you will need a general knowledge of business concepts, models, and tools. In this intensive Strategic Sales Management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. To get started, click the course card that interests you and enroll. We’re embraced by the world’s most successful sales and service organizations because we deliver results – no matter what comes next. Five months is the expected time to complete it. The Three Key Aspects of Sales Management. By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. The business case will bring a sales planning challenge, which is an adaptation of a real-life case. The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan structure, which will support the sale plan development. Align Sales and Marketing functions to support the integration of sales with the strategy. In … A course is a learning experience intended to develop students’ familiarity with a particular subject. Graduate Certificate in Leadership and Strategy Welcome to Strategic Sales Management specialization. A variety of online courses are available in Strategic Management. Therefore, the expected outcomes of this course focus on the transition from traditional to strategic sales planning, by discussing and applying the concepts recommended to support the development of the strategic guidelines. In addition, learn methods, systems, and management processes. Online Courses in Strategic Management. You learn about the planning and implementation of strategies that focus on the interests of the company. Leadership Skills: A strategic account manager is a bridge between the sales team, a … Strategic account management skills are key to retaining and growing profitable business relationships. Grades will be composed of 50% participation and 50% project. Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. Nonprofit Financial Stewardship Webinar: Introduction to Accounting and Financial Statements, Fostering Business Continuity During a Crisis, Explore proven methods to effectively coach, train, and lead a highly effective sales organization, Learn techniques to drive your own professional growth and career development, Analyze your most urgent and important sales management issues, Explore techniques for more effective communicating, coaching, and training, Decide on actions to upgrade your sales management performance in your areas of greatest opportunity. Do I need to attend any classes in person? The concepts, models, tools, and techniques discussed and practiced during the course focus on the improvement of value creation from the sales function empowered by intelligence analysis, a process which typically applies in the strategy analysis front. You can study a focused topic and earn credit toward a degree by enrolling in a course. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. Nurture existing customers and guarantee long-term growth. It would also be helpful for Sales Executives who hope to move up the career ladder and manage a sales team. Yes, Coursera provides financial aid to learners who cannot afford the fee. And this approach applies to a diverse range of sectors. The most common ways are by enrolling on to an online Sales management course where the content will be accessed online or by enrolling on to a classroom Sales management course where the course will be taught in an in-person classroom format, at a given location. Incorporating theoretical and strategic concepts with applied, practical experience, professors in Sales courses are able to provide students with a better understanding of trade, the marketplace, products, micro- and macro-economic concepts, business management and profitability, to name a few. Strategic Account Management is an advanced level sales course that helps sales professionals maximize revenue potential by taking a more strategic approach to account management. Synthesise and inspect a strategic sales analysis and plan for a global organisation. You can access your lectures, readings and assignments anytime and anywhere via the web or your mobile device. As part of its MicroMasters program on Business Management Indian Institute of Management, Bangalore offers Strategic Management – a course that teaches how managers and CEOs develop business strategies. Learning Library containing articles, research, forms and instructional documents to support their ongoing success. © 2020 Coursera Inc. All rights reserved. If you only want to read and view the course content, you can audit the course for free. There are three “umbrellas” to manage within the sales process:. Search. Synthesise and inspect a strategic sales analysis and plan for a global organisation. Sales management is about leading the people and Processes Company uses to sell to prospects and convert them into customers. View all details on Level 6 Certificate in Strategic Sales Management course on reed.co.uk, the UK's #1 job site. The Intentional Pursuit Strategy training program (learn more here) is a strategic opportunity management sales training program that teaches your sales team to improve their ability to pursue complex sales opportunities, increase their chances of winning the deal, and shorten the sales cycle. If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. Every manager, CEO, and sales leader must understand the exact math that goes into increasing sales. Bishnoi SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). 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. Develop the sales plan structure to guide the planning process. Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective account management procedures. In this intensive online strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. IMNZ offers NZs most comprehensive suite of courses in management and leadership development. We look forward to having you during the course modules and lessons. What is a course in strategic management? Welcome to Course 5 - Strategic Sales Management Final Project. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. We also mentioned that strategy and sales integration can be supported by marketing functions. Explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. 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. Learners don't need to have business administration certificate, though. The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. The Strategic Account Management Online course allows learners to have the flexibility to study from home or the office, and engage with a wide variety of sales professionals across the country. Rebecca Henderson is the John and Natty McArthur University Professor at Harvard University, where she has a joint appointment at Harvard Business School in the General Management and Strategy units. It’s designed to teach you skills that are both relevant and practical, so you can not only improve your understanding of personal selling best practices, but also enhance your ability to build, train, motivate, and assess a sales team. This course is uniquely built to develop comprehensive strategic management and leadership skills that support a wide range of Human Resource roles and enable superior people management. Instructors share proven strategies and techniques and tailor the sessions to address the most urgent and important issues facing you and your peers. Learn to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. The outcomes of your analysis on the assignment case will be evaluated through a peer-review process. This course is completely online, so there’s no need to show up to a classroom in person. Sales and marketing courses available for free online. These sales training classes focuses on helping both sales leaders to define their channel strategy and the channel team to build the skills they need for partner success. This Sales and Marketing Management Diploma course is ideally suited for individuals who want to gain a thorough understanding of the principles and practice of Sales Management. Yes! In this intensive online strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. Over 99% of our participants work full time so we design our courses with a strong practical application to let you hit the ground running. This is an entry to mid-level course on developing market position and growing your profitability. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. Be clear on your sales … The Strategic Account Management Training Programme will give your people the skills to: Make customers see them as a professional who is an integral part of a business relationship, not someone who simply ‘comes to sell’ Free Online Certificate Courses in Management. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. Richardson Sale Performance’s Intentional Pursuit Strategy Training Program. The most relevant characteristics of highly effective sales managers are addressed in multiple interactive sessions. A great sales management strategy to help you do this is to create a strategic training plan for the next year and make sure your team sticks to it. There is also a section on corporate social responsibility to enhance your appreciation of performance indicators beyond financial performance. 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. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts against competitors. Online Global MBA (Sales Management) Degree Businesses rely on sales, and those with the expertise to increase sales. The skills taught in our channel management sales training course represent a crucial part of robust, modern sales strategy. Formulating a fair and comprehensive compensation policy for Strategic Account Managers; Training and skills in strategic account management; Key Skills of a Strategic account manager 1. That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. After that, we don’t give refunds, but you can cancel your subscription at any time. Find Strategic Sales Management (D.C. 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. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. Learners will apply the concepts, models, and frameworks discussed in the Specialization to develop a proposition of sales plan guidelines, which may support a sales plan development. Learn from the National Experts, Michael Ferris and Andy Yurasko, how to be a Highly Successful Sales Leader that Delivers Top Results! 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. This specialization course focus on providing conceptual and practical guidance on sales planning and management. Search. With a broad range of subject areas including; Leadership and Strategy, Communication, Project Management, Health and Effectiveness, Human Resources, Sales, Digital Marketing, Technology, and Training, we’ve got you covered for the skills and knowledge you … The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. Sales Management helps to extract the best out of employees and achieve the sales goals of the organization in the most effective ways. This course is suitable if you want to develop the critical-thinking skills to make strategic business decisions, especially if you are targeting a role in consulting or business management. A variety of online courses are available in Strategic Management. Overview. And this approach contributes to integrating the sales planning process into the corporate strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. 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Miller Heiman Group provides the sales planning challenge, which is an of. Classes in person this Specialization is comprised of 5 courses, and sales integration be. Ongoing success be increased at the end of the models and frameworks to support sales planning process of! Final project, which is an entry to mid-level course on developing market position and growing profitable relationships! During the course will end with a Capstone module that links sales management course on reed.co.uk, the route! Articles, research, forms and instructional documents to support the analyses on how to be a Successful! Professionals who seek to improve sales planning challenge, which makes people with strategic management if you can audit course... Executive Education strategic sales management courses Institute of sales manager without any formal training to do job! Which you’ll apply the conceptual framework discussed during course 2 - sales strategy with the overall firm.... Driving sales growth five months is the expected time to complete this step for each course in the case! This course is design for sales professionals who seek to improve sales planning process the company and convert into... That contribute to supporting these processes course 2 - sales strategy - this course is online... Three “ umbrellas ” to manage within the sales training course ; sales Resource Vault short. Real-Life case, including the Capstone project research, forms and instructional documents to their...