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. This five-course certificate provides sales managers with the skills needed to build an actionable roadmap for driving sales growth. 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. This Specialization is intended for sales professionals who seek to improve their sales planning and management competencies and skills. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. Graduate Certificate in Leadership and Strategy 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. Learn to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. 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. 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. Do I need to take the courses in a specific order? Visit your learner dashboard to track your progress. As strategic management is strongly connected with performance, you’ll learn how to evaluate a firm’s performance in financial and non-financial terms. Richardson Sale Performance’s Intentional Pursuit Strategy Training Program. Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. You learn about the planning and implementation of strategies that focus on the interests of the company. Every manager, CEO, and sales leader must understand the exact math that goes into increasing sales. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. Synthesise and inspect a strategic sales analysis and plan for a global organisation. Is this course really 100% online? The course will end with a capstone module that links sales management and sales strategy with the overall firm strategy. The potential for value creation through the sales functions will be increased at the end of the Specialization. Assess the global sales environment and its impact on sales strategy formulation for a given global organisation. 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. Many people are promoted to the position of Sales Manager without any formal training to do the job. Welcome to Strategic Sales Management specialization. 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. We look forward to having you during the course modules and lessons. Create more value by applying concepts, models, and frameworks to support sales planning. You can enroll and complete the course to earn a shareable certificate, or you can audit it to view the course materials for free. The skills taught in our channel management sales training course represent a crucial part of robust, modern sales strategy. 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. 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. The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). 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. 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. Apply intelligence analysis to support the integration of sales and strategy. Construct and apply models for sales strategy implementation. A variety of online courses are available in Strategic Management. Choose the right metrics to track your sales efforts and provide clear guidance to higher profits. Miller Heiman Group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. The Three Key Aspects of Sales Management. 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. Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. You can study a focused topic and earn credit toward a degree by enrolling in a course. Visit the Learner Help Center. 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. A course is a learning experience intended to develop students’ familiarity with a particular subject. 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 doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. 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. This Specialization is comprised of 5 courses, and each of them is designed to take one month. : 01 Vetter: Dr. V.K. Overview. Learners don't need to have business administration certificate, though. Organizational competitive advantage and optimal customer satisfaction is achieved through the understanding of market conditions and the exploration of strategic alternatives. 5-week Sales Management Basic Training Course; Sales Resource Vault containing short videos that provide quick refresher for the skills learned in the class. What will I be able to do upon completing the Specialization? Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. Synthesise and inspect a strategic sales analysis and plan for a global organisation. There are three “umbrellas” to manage within the sales process:. 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. 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. Course) program details such as dates, duration, location and price with The Economist Executive Education Navigator. 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. Welcome to Course 5 - Strategic Sales Management Final Project. If interested in climbing the career ladder as quickly and efficiently as possible, you need to see yourself as both. You'll be prompted to complete an application and will be notified if you are approved. 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. Yet few are able to turn that opportunity into account growth reality. 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. The end product of a project can take the form of a business case or a research … Appraise the main approaches to strategic sales management. There are only three ways to actually increase sales. 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. 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. Free Online Certificate Courses in Management. Great salespeople are critical to the performance of an organization. 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 … See our full refund policy. The outcomes of your analysis on the assignment case will be evaluated through a peer-review process. 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. Strategic account management skills are key to retaining and growing profitable business relationships. 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. After that, we don’t give refunds, but you can cancel your subscription at any time. Sales management is about leading the people and Processes Company uses to sell to prospects and convert them into customers. And this approach applies to a diverse range of sectors. Learn more. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. Evaluate the current strategic sales management practices in an organisation and suggest ways to improve it. And study how to promote improvements with change. From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order. Implement the best sales management strategy for your organization. The most relevant characteristics of highly effective sales managers are addressed in multiple interactive sessions. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. 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. Carry out a self-diagnosis to reflect on your management style … 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’ 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. There is also a section on corporate social responsibility to enhance your appreciation of performance indicators beyond financial performance. 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. Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. This is an entry to mid-level course on developing market position and growing your profitability. More questions? 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. Start instantly and learn at your own schedule. 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. 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. 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. Instructors share proven strategies and techniques and tailor the sessions to address the most urgent and important issues facing you and your peers. 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. 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, … The University of Cape Town (UCT) Sales Management online short course aims to prepare you for success in this important field. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. Welcome to Course 4 – Sales & Marketing Alignment. While systemic challenges unfold in front of our eyes, new business formations and innovative business models are emerging. 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. Strategic Management plays a crucial role in management decision-making processes, which makes people with strategic management skills highly valuable employees. Learn from the National Experts, Michael Ferris and Andy Yurasko, how to be a Highly Successful Sales Leader that Delivers Top Results! Check with your institution to learn more. 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. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. 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. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. If you only want to read and view the course content, you can audit the course for free. By the consequence, at this point of this specialization, you are in a good position to go further in the sales planning and management functions. 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. 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). We’re embraced by the world’s most successful sales and service organizations because we deliver results – no matter what comes next. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Online Courses in Strategic Management. This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. 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. Course content, you 'll be prompted to complete this step for each course in the Class planning process up... Videos that provide quick refresher for the skills taught in our channel management sales training solutions aim to the... 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