Sales Strategy
- Offered byCoursera
Sales Strategy at Coursera Overview
Duration | 16 hours |
Start from | Start Now |
Total fee | Free |
Mode of learning | Online |
Difficulty level | Intermediate |
Official Website | Explore Free Course  |
Credential | Certificate |
Sales Strategy at Coursera Highlights
- Shareable Certificate Earn a Certificate upon completion
- 100% online Start instantly and learn at your own schedule.
- Course 2 of 5 in the Strategic Sales Management Specialization
- Flexible deadlines Reset deadlines in accordance to your schedule.
- Intermediate Level
- Approx. 16 hours to complete
- English Subtitles: French, Portuguese (European), Russian, English, Spanish
Sales Strategy at Coursera Course details
- Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. 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.
- 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 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.
- The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes.
- 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.
- You?ll develop a final assignment at the end of the course, and it is designed from an adapted real-life business case. The challenges of the case comprise the business context, through which you?ll apply the conceptual framework discussed during Course 2.
- The outcomes of your analysis on the assignment case will be evaluated through a peer-review process.
Sales Strategy at Coursera Curriculum
Module 1 - Sales intelligence
Vídeo 0 - Introduction to Course 2
Video 1 - Traditional Sales
Video 2 - Strategic Sales
Video 1 - Importance of informed decision making
Video 1 - The Intelligence Problem Definition in Sales
Video 2 - The Information Gathering Cycle
Video 1 - The Intelligence Cycle
Video 2 - KIT & KIQs
Video 3 - Information Gathering
Video 4 - Analysis
Video 5 - Dissemination
Sales Intelligence Tools and Techniques
Vídeo 2 - Closing Module 1: Sales Intelligence
Competitive Intelligence
Tradicional Sales
Strategic Sales
On the importance of informed decision making
The Intelligence Problem Definition in Sales
The Information Gathering Cycle
The Intelligence Cycle
KIT & KIQs
Information Gathering
Analysis
Dissemination
Sales Intelligence Tools and Techniques
Practice quiz: From traditional to strategic sales planning
Practice quiz: Sales intelligence
Practice quiz: Problem definition and information gathering
Practice quiz: The intelligence cycle
Graded quiz: Sales Strategy
Module 2 - Applying intelligence to understand your strategic context
Video 1 - Relationship between Sales and Strategy
Video 2 - The role of sales
Video 1 - How the external environment shape the sales potential
Video 2 - The complexity of the external environment
Video 3 - Monitoring Approaches
Video 1 - Implications of external changes in competitive strategy
Video 2 - On the need to adjust strategy
Video 1- Internal analysis and implications on sales
Video 1 - Bridging the gap between strategy and sales by applying intelligence analysis
Video 2 - Closing module 2: Applying intelligence to understand your strategic context
Relationship between Sales and Strategy
The role of Sales
How the external environment shapes the sales potential
The Complexity of the External Environment
Monitoring Approaches
Implications of external changes in competitive strategy
The need to introduce changes in the strategies
Internal analysis and implications on sales
Bridging the gap between strategy and sales by applying intelligence analysis
Practice quiz: Strategy to Sales through intelligence analysis
Practice quiz: External environment
Practice quiz: Implications of external environment in competitive analysis
Practice quiz: Internal analysis and implications on sales
Graded quiz: Applying intelligence to understand your strategic context
Module 3 - Intelligence analysis for sales: Analytical tools and techniques
Video 1 - On the importance of analytical tools
Video 2 - 5 Forces Analysis
Video 3 - STEEP Analysis
Video 4 - 4 Corners Analysis - Oriented to Competitors
Video 5 - 4 Corners Analysis ? Oriented to Clients
Video 6 - Value Chain Analysis
Video 7 - VRIO Analysis
Video 8 - Demand estimation
Video 9 - Probability of Victory Analysis
Video 10 - Win Loss Analysis
Video 1 - Integrating outcomes: Synthetize intelligence analysis into sales planning
Video 1 - War Game
Video 2 - Closing Module 3: Applying intelligence to understand your strategic context
Importance of analytical tools
5 Forces analysis
Steep Analysis
Corners Analysis - Oriented to competitors
4 Corners Analysis ? Oriented to Clients
Value Chain Analysis
VRIO Analysis
Demand estimation
Probability of Victory Analysis
Win-Loss Analysis
Integrating intelligence analysis outcomes to sales planning
War Game
Practice quiz: Analytical Techniques
Practice quiz: Integrating outcomes: Synthetize intelligence analysis into sales planning.
Practice quiz: Intelligence analysis for sales: Analytical tools and techniques
Module 4 - Strategic sales Management in action ? joining intelligence in your journey
Video 1 - Course 2 in Review
Video 2 - Assingment developing process
CASE HELVETIA BRAZIL - SALES DECISIONS
Sales Strategy at Coursera Admission Process
Important Dates
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