There are only three ways to actually increase sales. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. 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. 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. And this approach applies to a diverse range of sectors. 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. Improve your Sales Management expertise. Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. 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). 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. 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. Create more value by applying concepts, models, and frameworks to support sales planning. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. Learners don't need to have business administration certificate, though. 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 … Yes! Develop sales planning as a strategy roll-out process. 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 IMNZ offers NZs most comprehensive suite of courses in management and leadership development. Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). Construct and apply models for sales strategy implementation. We also mentioned that strategy and sales integration can be supported by marketing functions. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … Its eLearning, technical, and sales training solutions aim to transform people and processes to deliver efficient and maximum performance. Propose a structure of the sales plan by applying selling models and frameworks. The Three Key Aspects of 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. 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. You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. You'll be prompted to complete an application and will be notified if you are approved. Free Online Certificate Courses in Management. You’ll develop a final assignment at the end of the course, and it is designed from an adapted real-life business case. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … 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. After that, we don’t give refunds, but you can cancel your subscription at any time. 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. By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. 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. What is a course in strategic management? 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. Build your business strategy on the inbound methodology to generate more leads, close more deals, and delight your customers. There are three “umbrellas” to manage within the sales process:. 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. Develop the sales plan structure to guide the planning process. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. 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. Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case. The future of selling is here. 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. Organizational competitive advantage and optimal customer satisfaction is achieved through the understanding of market conditions and the exploration of strategic alternatives. Implement the best sales management strategy for your organization. Apply intelligence analysis to support the integration of sales and strategy. Richardson Sale Performance’s Intentional Pursuit Strategy Training Program. Start instantly and learn at your own schedule. Do I need to take the courses in a specific order? Strategic Management plays a crucial role in management decision-making processes, which makes people with strategic management skills highly valuable employees. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. 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. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. 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. 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. Learn from the National Experts, Michael Ferris and Andy Yurasko, how to be a Highly Successful Sales Leader that Delivers Top Results! When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. While systemic challenges unfold in front of our eyes, new business formations and innovative business models are emerging. If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. 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. GP Strategies’ sales training programs can be easily integrated into your specific industry, business model, sales culture, process, strategy, and branding. 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. The course will end with a capstone module that links sales management and sales strategy with the overall firm strategy. The end product of a project can take the form of a business case or a research … A variety of online courses are available in Strategic Management. 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. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. Course topics include the principles of management, marketing management and strategy, and social marketing. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. Sales and marketing courses available for free online. 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. You'll need to complete this step for each course in the Specialization, including the Capstone Project. 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. 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. 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. Indeed, the common route to promotion may be -65724. This is an entry to mid-level course on developing market position and growing your profitability. In this free course, you’ll learn how to create a scalable sales process and build training, coaching, hiring, and on-boarding programs for your sales team. Yet few are able to turn that opportunity into account growth reality. We look forward to having you during the course modules and lessons. 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. A variety of online courses are available in Strategic Management. Instructors share proven strategies and techniques and tailor the sessions to address the most urgent and important issues facing you and your peers. Welcome to Course 4 – Sales & Marketing Alignment. How long does it take to complete the Specialization? 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. Develop a customized Customer Value Proposition around which you can align your sales team and corporate strategists. 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. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts against competitors. From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order. 5-week Sales Management Basic Training Course; Sales Resource Vault containing short videos that provide quick refresher for the skills learned in the class. Synthesise and inspect a strategic sales analysis and plan for a global organisation. In addition, learn methods, systems, and management processes. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. 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. These days, it isn’t enough to simply label yourself a leader or a manager. Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. If you cannot afford the fee, you can apply for financial aid. 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 to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. 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. Course) program details such as dates, duration, location and price with The Economist Executive Education Navigator. 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. Visit your learner dashboard to track your progress. This degree, delivered 100% online, will teach you how to oversee a successful sales strategy, focused on maintaining positive relationships with customers. 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. 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. To get started, click the course card that interests you and enroll. 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. 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. Great salespeople are critical to the performance of an organization. Will I earn university credit for completing the Specialization? That means sales professionals are from all sectors. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. See our full refund policy. Learn more. For this specialization, you will need a general knowledge of business concepts, models, and tools. You can study a focused topic and earn credit toward a degree by enrolling in a course. 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. Grades will be composed of 50% participation and 50% project. In this course, the primary learning outcome is the ability to apply intelligence analysis to support sales planning process, and by being able to do this, you’ll improve your competencies and skills to support sales planning with a strategic approach. Let us go through some sales management strategies: Identify goals and objectives of the sales team. Are you ready to join us? Search. 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. © 2020 Coursera Inc. All rights reserved. This Specialization is comprised of 5 courses, and each of them is designed to take one month. Do I need to attend any classes in person? Be clear on your sales … FIA Profuturo – Futures Studies Program, Subtitles: English, Arabic, French, Portuguese (European), Chinese (Simplified), Italian, Vietnamese, Korean, German, Russian, Turkish, Spanish, There are 5 Courses in this Specialization. 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. Search. 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. Is this course really 100% online? This five-course certificate provides sales managers with the skills needed to build an actionable roadmap for driving sales growth. 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. View all details on Level 6 Certificate in Strategic Sales Management course on reed.co.uk, the UK's #1 job site. The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). Construct and apply models for sales strategy implementation. It would also be helpful for Sales Executives who hope to move up the career ladder and manage a sales team. 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. Welcome to Course 5 - Strategic Sales Management Final Project. Find Strategic Sales Management (D.C. 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. Online Courses in Strategic Management. As strategic management is strongly connected with performance, you’ll learn how to evaluate a firm’s performance in financial and non-financial terms. 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