It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … Be clear on your sales … The outcomes of your analysis on the assignment case will be evaluated through a peer-review process. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. The business case will bring a sales planning challenge, which is an adaptation of a real-life case. Course topics include the principles of management, marketing management and strategy, and social marketing. You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. If interested in climbing the career ladder as quickly and efficiently as possible, you need to see yourself as both. You learn about the planning and implementation of strategies that focus on the interests of the company. Appraise the main approaches to strategic sales management. Overview. This specialization course focus on providing conceptual and practical guidance on sales planning and management. 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. Construct and apply models for sales strategy implementation. 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. These variables are all related to the strategy of the company. Creating a sales management strategy is one of the easiest ways to increase revenue and profitability. Apply for it by clicking on the Financial Aid link beneath the "Enroll" button on the left. Sales Management Basic Training. 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. The most relevant characteristics of highly effective sales managers are addressed in multiple interactive sessions. 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. Start instantly and learn at your own schedule. Indeed, the common route to promotion may be -65724. Sales Managers have access to special sales management support documents. 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. 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. 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. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. 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. From an academic standpoint, we would recommend taking the courses, modules, and lessons in the presented order. What will I be able to do upon completing the Specialization? This is an entry to mid-level course on developing market position and growing your profitability. This is a class that acquaints students with concepts of organizational theory and management techniques. Improve your Sales Management expertise. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. Choose the right metrics to track your sales efforts and provide clear guidance to higher profits. It would also be helpful for Sales Executives who hope to move up the career ladder and manage a sales team. 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. 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. And study how to promote improvements with change. 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’ Learning Library containing articles, research, forms and instructional documents to support their ongoing success. Miller Heiman Group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. Create more value by applying concepts, models, and frameworks to support sales planning. Richardson Sale Performance’s Intentional Pursuit Strategy Training Program. 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. 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. Free Online Certificate Courses in Management. 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. This training should reinforce previously taught lessons, while also adding in new strategies for them to continue building their skillset. Its eLearning, technical, and sales training solutions aim to transform people and processes to deliver efficient and maximum performance. 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. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. 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. 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 Specialization is comprised of 5 courses, and each of them is designed to take one month. Learn to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. 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. 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 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. Five months is the expected time to complete it. About the Professor. Many people are promoted to the position of Sales Manager without any formal training to do the job. That means sales professionals are from all sectors. 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. Do I need to attend any classes in person? 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. By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Synthesise and inspect a strategic sales analysis and plan for a global organisation. We look forward to having you during the course modules and lessons. Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. This degree, delivered 100% online, will teach you how to oversee a successful sales strategy, focused on maintaining positive relationships with customers. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Evaluate the current strategic sales management practices in an organisation and suggest ways to improve it. 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. What is a course in strategic management? 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. 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. Online Courses in Strategic Management. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways. 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. Grades will be composed of 50% participation and 50% project. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. Let us go through some sales management strategies: Identify goals and objectives of the sales team. 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 … 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. GP Strategies’ sales training programs can be easily integrated into your specific industry, business model, sales culture, process, strategy, and branding. Yet few are able to turn that opportunity into account growth reality. Yes, Coursera provides financial aid to learners who cannot afford the fee. 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. Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case. 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. 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. There are only three ways to actually increase sales. 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. 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. 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. The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). Many people are promoted to the position of Sales Manager without any formal training to do the job. © 2020 Coursera Inc. All rights reserved. Align Sales and Marketing functions to support the integration of sales with the strategy. Visit your learner dashboard to track your progress. 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. 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. 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 doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. 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. How long does it take to complete the Specialization? Search. 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. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. : 01 Vetter: Dr. V.K. 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. Develop the sales plan structure to guide the planning process. Learners don't need to have business administration certificate, though. Find Strategic Sales Management (D.C. 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. 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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