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.
Professor and Head of Strategic Intelligence at Mitsubishi Aircraft Corporation
Edson Ito is a seasoned professional with extensive experience in strategic intelligence and competitive analysis across 21 countries since 1996. Currently, he serves as the Head of Strategic Intelligence at Mitsubishi Aircraft Corporation, where he manages projects related to negotiation and strategy. Edson has held significant roles in various industries, including telecommunications, defense, and aerospace, and has been actively involved in the Strategic and Competitive Intelligence Professionals (SCIP) community, serving on its Board of Directors and founding SCIP Brazil. His academic credentials include a Ph.D. in Business Administration from the University of São Paulo and an Executive MBA from Fundação Instituto de Administração.In addition to his professional roles, Edson is a dedicated educator, having taught advanced competitive intelligence and strategic management courses at prestigious institutions such as Fundação Instituto de Administração and Fundação Getúlio Vargas. He has developed courses on Coursera, including "Introduction to Strategy," "Sales Strategy," and "Strategic Management," aimed at equipping students with essential skills for effective decision-making in business contexts. With a focus on active learning methodologies, Edson Ito combines his rich industry experience with academic rigor to prepare future leaders in strategic intelligence and management.
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