This Specialization, offered by Fundação Instituto de Administração, is tailored for sales professionals aiming to refine their sales planning and management competencies. Covering five comprehensive courses, the program delves into effective sales overview, sales strategy, models and frameworks supporting sales planning, sales & marketing alignment, and culminates in a final project.
The program focuses on integrating sales planning processes with corporate strategy, bridging the gap between strategy and sales. Participants will acquire the expertise to apply concepts, models, and tools to create value through the sales function, making strategic sales management a pivotal asset for any sales professional.
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The course modules cover effective sales overview, sales strategy, models and frameworks for sales planning, sales & marketing alignment, and a final project, providing comprehensive insights and advanced skills for sales professionals.
Welcome to Strategic Sales Management specialization. The course focuses on providing conceptual and practical guidance on sales planning and management, emphasizing the connection to the company's strategy. It aims to support the analyses on how to plan sales in alignment with the strategic guidelines of the company.
This course discusses the application of intelligence analysis in the sales planning process, focusing on the transition from traditional to strategic sales planning. Participants will develop the ability to apply intelligence analysis to support sales planning and improve their competencies and skills.
This course provides a conceptual approach to selling models and frameworks, aimed at improving analytical competencies and skills in sales planning and management. It emphasizes the application of models and frameworks that contribute to supporting these processes, both in hard and soft skills.
This course addresses the challenge of sales and marketing alignment, preparing participants to apply concepts to support this alignment and improve their knowledge, competencies, and skills. The focus is on increasing the potential for value creation through strategic sales planning.
In this course, participants will develop the final project of the specialization, applying the set of concepts, models, frameworks, tools, and techniques discussed in the previous courses. The primary learning outcome is to master concepts application to create sales guidelines, supporting the development of a sales plan structure and connecting sales planning to the company's strategy.
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