Models & Frameworks to Support Sales Planning
Master strategic sales planning through proven frameworks and models. Enhance analytical and soft skills.
Master strategic sales planning through proven frameworks and models. Enhance analytical and soft skills.
This course cannot be purchased separately - to access the complete learning experience, graded assignments, and earn certificates, you'll need to enroll in the full Strategic Sales Management Specialization program. You can audit this specific course for free to explore the content, which includes access to course materials and lectures. This allows you to learn at your own pace without any financial commitment.
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What you'll learn
Master various selling models and frameworks for effective sales planning
Develop analytical competencies for strategic sales management
Implement key account management strategies and processes
Enhance soft skills for improved customer engagement
Optimize sales performance through structured methodologies
Skills you'll gain
This course includes:
3.35 Hours PreRecorded video
18 quizzes
Access on Mobile, Tablet, Desktop
FullTime access
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There are 4 modules in this course
This comprehensive course focuses on developing analytical competencies and skills essential for effective sales planning and management. The curriculum covers three main areas: sales management fundamentals, selling models and frameworks, and crucial soft skills. Students learn to apply various sales methodologies, from consultative selling to SPIN selling, while developing both strategic planning abilities and interpersonal skills necessary for successful sales execution.
Sales Management
Module 1 · 7 Hours to complete
Selling Models and Frameworks
Module 2 · 6 Hours to complete
Soft Skills
Module 3 · 5 Hours to complete
Strategic Sales Management In Action
Module 4 · 3 Hours to complete
Fee Structure
Instructors
Experienced Healthcare Executive and Professor Specializing in Sales and Marketing
Cesar Rodrigues, a Brazilian national with three decades of experience in the healthcare industry, has held local and global executive roles at multinational companies. His primary expertise lies in sales and marketing across various healthcare segments. He holds a post-graduate degree in marketing from the Getúlio Vargas Foundation in São Paulo, Brazil, and teaches in the International MBA program at FIA - Institute of Administration Foundation of São Paulo, as well as at Oswaldo Cruz University for Post-Graduation courses. Cesar has authored numerous articles and white papers, including "The Role of the Front-line Manager: Is the Current Approach the Best?" and "Front-line Managers: Solutions Now for Never-Ending Problems." As the Managing Partner of Promktg - Excellence in Marketing, a consultancy he founded, he is dedicated to developing exceptional sales and marketing professionals in the healthcare sector. Having lived and worked in the United States, Panama, and Mexico, Cesar currently resides in São Paulo, Brazil, with his wife, Elaine. They frequently visit their daughter Julia, who studies at Hofstra University in New York.
PhD, MSc, MBA, BS Math
An accomplished academic and business professional with a diverse educational background including a Licentiate in Mathematics from the University of São Paulo, MBAs in both Marketing from FIA and Economic and Financial Management from FGV, and a Master's in Business Administration from the University of São Paulo, this expert is currently pursuing doctoral studies focused on internationalization strategies for family businesses and international management at the University of São Paulo. Their professional expertise spans over 15 years in pharmaceutical and cosmetic industries, where they served as Business Intelligence Manager for multinational companies, and they currently hold the position of associate director at BIRD Consulting, specializing in business intelligence and strategic planning. Since 2008, they have been sharing their knowledge as a professor for postgraduate students, joining FIA in 2014 as an Assistant Professor for the International MBA and Americas programs.
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