Effective Sales – An Overview
Master strategic sales management principles and learn to align sales functions with corporate strategy for improved business results.
Master strategic sales management principles and learn to align sales functions with corporate strategy for improved business results.
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
Understand strategic sales planning and management
Align sales functions with corporate strategy
Implement customer-centric selling approaches
Develop effective sales performance metrics
Master sales leadership principles
Skills you'll gain
This course includes:
3.8 Hours PreRecorded video
17 quizzes
Access on Mobile, Tablet, Desktop
FullTime access
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There are 4 modules in this course
This comprehensive course provides a foundation in strategic sales management, focusing on aligning sales functions with corporate strategy. The curriculum covers effective sales planning, strategic sales management, and customer-oriented selling approaches. Through practical examples and case studies, students learn to develop sales plans that integrate with company objectives and financial goals while maintaining strong customer relationships.
Effective Sales Planning
Module 1 · 5 Hours to complete
Strategic Sales Planning
Module 2 · 6 Hours to complete
Customer-oriented Selling
Module 3 · 3 Hours to complete
Strategic Sales Management In Action: Our Journey Begins
Module 4 · 4 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.
Professor and Business Intelligence Expert
Prof. Samantha Mazzero is a distinguished academic with a Licentiate in Mathematics from the University of São Paulo, Brazil. She holds multiple advanced degrees, including an MBA in Marketing from Fundação Instituto de Administração (FIA), an MBA in Economic and Financial Management from Fundação Getúlio Vargas (FGV), and an MSc in Business Administration from the University of São Paulo, where she is currently pursuing her Ph.D. Her research focuses on internationalization strategies for family businesses and international management. With over 15 years of professional experience in the pharmaceutical and cosmetic industries as a Business Intelligence Manager, Samantha is currently an associate director at BIRD Consulting, specializing in business intelligence and strategic planning.Since 2008, Samantha has been a professor for postgraduate students, joining FIA in 2014 as an Assistant Professor of International MBA and Americas. She teaches several courses on Coursera, including "Budgeting Essentials and Development," "Corporate Foresight," and "Sales Strategy." Her expertise lies in integrating business intelligence with strategic decision-making, making her a valuable resource for students and professionals seeking to enhance their understanding of market dynamics and effective management practices. Through her teaching and consulting roles, Samantha Mazzero continues to influence the fields of business intelligence and strategic planning significantly.
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Frequently asked questions
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