Sales Strategy
Master strategic sales planning using intelligence analysis techniques to align sales with corporate strategy and enhance value creation.
Master strategic sales planning using intelligence analysis techniques to align sales with corporate strategy and enhance value creation.
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
Apply intelligence analysis to sales planning
Develop strategic approaches to sales management
Master analytical tools for market analysis
Integrate sales strategy with corporate objectives
Conduct effective competitive analysis
Skills you'll gain
This course includes:
3 Hours PreRecorded video
13 quizzes
Access on Mobile, Tablet, Desktop
FullTime access
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There are 4 modules in this course
This comprehensive course focuses on applying intelligence analysis to sales planning and management. Students learn to transition from traditional to strategic sales planning using analytical tools and frameworks. The curriculum covers sales intelligence, strategic context analysis, and practical analytical techniques. Through real-world case studies and practical assignments, participants develop skills in strategic sales planning and competitive analysis.
Sales Intelligence
Module 1 · 5 Hours to complete
Applying intelligence to understand your strategic context
Module 2 · 4 Hours to complete
Intelligence analysis for sales: Analytical tools and techniques
Module 3 · 4 Hours to complete
Strategic sales Management in action – joining intelligence in your journey
Module 4 · 1 Hours to complete
Fee Structure
Instructors
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.
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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