Models & Frameworks to Support Sales Planning
- Offered byCoursera
Models & Frameworks to Support Sales Planning at Coursera Overview
Duration | 22 hours |
Start from | Start Now |
Total fee | Free |
Mode of learning | Online |
Difficulty level | Intermediate |
Official Website | Explore Free Course  |
Credential | Certificate |
Models & Frameworks to Support Sales Planning at Coursera Highlights
- Shareable Certificate Earn a Certificate upon completion
- 100% online Start instantly and learn at your own schedule.
- Course 3 of 5 in the Strategic Sales Management Specialization
- Flexible deadlines Reset deadlines in accordance to your schedule.
- Intermediate Level
- Approx. 22 hours to complete
- English Subtitles: French, Portuguese (European), Russian, English, Spanish
Models & Frameworks to Support Sales Planning at Coursera Course details
- 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.
- As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes.
- 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.
- 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. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis.
- Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. 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.
- 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.
- 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.
- We look forward to having you during the course modules and lessons.
Models & Frameworks to Support Sales Planning at Coursera Curriculum
Module 1 - Sales Management
Video 0 - Introduction to Course 3
Video 1 - Planning your sales: Operational variables
Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 1
Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 2
Video 1 - The Leadership Role in Sales
Video 1 - The Strategizer: Episode 10
Video 1 - Resource Allocation
Video 1 - Performance Management
Video 1 - Post-sales Framework
Video 2 - Closing Module 1: Sales Management
Planning your sales: Operational variables
How to Succeed at Key Account Management
Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School
The Flaw in Customer Lifetime Value
Key Account Management
The 7 Attributes of the Most Effective Sales Leaders
Looking beyond technology to drive sales operations
Getting more from your training programs
BCG Classics Revisited: The Growth Share Matrix
Selling Power Magazine - 500 Largest Sales Forces in 2016.
The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why
Infographic: Customer acquisition vs. retention costs
Relationship Selling May Feel Good But It Doesn?t Really Work
Selling is not about relationships
Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts
Practice quiz: Key Account Management
Practice quiz: Leadership in sales
Practice quiz: Sales training
Practice quiz: Resource allocation in sales
Practice quiz: Performance management
Graded quiz: Sales Management
Module 2 - Selling Models and Frameworks
Video 1 - Consultative Selling Model
Video 1 - Customer Centric Model
Video 1 - PSS Model (Professional Selling Skills)
Video 2: PSS ? Presentation & Objections handling
Video 3 - PSS - Closing
Video 1 - Relationship Selling Model
Video 1 - SPIN Selling P1
Video 2 - SPIN Selling P2
Video 1 -The three stages of a Sales call
Video 1 - Conceptual Selling - Miller-Heiman Model
Video 2 - Closing Module 2: Selling Models and Frameworks
Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
Customer-Centric Model
Professional Selling Skills
PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts
Who Duplicates Success Better Than Xerox?
5 Amazing Ways to Build Rapport During B2B Sales Calls
Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors
Spin Selling - A Summary. Selling & Persuasion Techniques.
If you are not SPIN selling is time to start.
Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.
Analysis leads to action - Malcom Fleschner. Selling Power Magazine.
7 Popular Sales Methodologies Summarized
Reviewing Basics of Conceptual Selling
Practice quiz: Consultative Selling Model
Practice quiz: Professional Selling Model - PSS
Practice quiz: Relationship Selling Model
Practice quiz: SPIN Selling
Practice quiz: The 3 Stages of a Sales Call
Assignment quiz: Selling Models and Frameworks
module 3 - Soft Skills
Video 1 - Cognitive Bias and communications
Video 2 - Influence and Sales
Video 3 - Body Language
Video 4 - NLP Topics
Video 1 - Physiological variables and how thay affect Sales
Video 2 - Psychological variables and how they affect Sales
Video 1 - Customer Engagement
Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro
Video 1 - Sales Closing
Video 2 - Closing Module 3: Soft Skills
Cognitive Bias and communication
Influence and Sales
Body Language
NLP Topics
Physiological variables and how they affect Sales
Psychological variables and how they affect Sales
B2Bs' Customer Base at Risk
Top five sales negotiations mistakes
Close the Sale: Techniques
Why sales reps talk too much
Practice quiz: Communications
Practice quiz: Physiological & Psychological Aspects
Practice quiz: Customer Engagement
Practice quiz: Negotitation
Graded quiz: Soft Skills
Module 4 - Strategic Sales Management In Action ? the journey goes on
Video 1 - Course 3: Assignment developing process
Video 2 - Course 3: Assignment developing process
Models & Frameworks to Support Sales Planning at Coursera Admission Process
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