This course is design for sales professionals who seek to improve sales planning and management competencies and skills. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective account management procedures. When you subscribe to a course that is part of a Specialization, you’re automatically subscribed to the full Specialization. A variety of online courses are available in Strategic Management. Leadership Skills: A strategic account manager is a bridge between the sales team, a … This course is completely online, so there’s no need to show up to a classroom in person. The Strategic Account Management Online course allows learners to have the flexibility to study from home or the office, and engage with a wide variety of sales professionals across the country. Sales Management Basic Training. The target audience of this specialization include professionals with some experience in sales, they might have been promoted to a managing position recently, or they have plans to improve their expertise in the sales area to apply to more challenging positions in the future. As part of its MicroMasters program on Business Management Indian Institute of Management, Bangalore offers Strategic Management – a course that teaches how managers and CEOs develop business strategies. Yes! Therefore, throughout the modules of this course, the subjects discussed will include topics of sales management (module 1), the selling models and frameworks (module 2) that support sales planning, which relates to the hard skills that may be applied. You'll need to complete this step for each course in the Specialization, including the Capstone Project. Carry out a self-diagnosis to reflect on your management style … Visit the Learner Help Center. Visit your learner dashboard to track your progress. Is this course really 100% online? Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. It’s designed to teach you skills that are both relevant and practical, so you can not only improve your understanding of personal selling best practices, but also enhance your ability to build, train, motivate, and assess a sales team. Sales Operations; Sales Strategy; Sales Analysis; The process will vary from business to business, especially as you work your way down the line, but operations, strategy and analysis are the three key starting or focal points. The potential for value creation through the sales functions will be increased at the end of the Specialization. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. Many people are promoted to the position of Sales Manager without any formal training to do the job. Start instantly and learn at your own schedule. Note: The online version of Strategic Sales Management is a condensed version of the on-campus program and will run over two days (3.5 hours a day). The development of the specialization goes through the different phases of the sales planning process, keeping attention on the connection to the strategy of the company. The primary learning outcome of this course is to prepare you to apply concepts to support this alignment, with prescriptions and recommendations that contribute to improving the alignment. This Strategic Sales Management online offering will challenge you to consider and try approaches and techniques proven in many industries and inspire you to consistently attain high performance from your sales team. In this course, the primary learning outcome is the ability to apply intelligence analysis to support sales planning process, and by being able to do this, you’ll improve your competencies and skills to support sales planning with a strategic approach. Develop a customized Customer Value Proposition around which you can align your sales team and corporate strategists. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Please follow the steps of the course, and for academic objectives, we would recommend you to do it in the sequence of modules proposed, though you may take them in a different order. ... Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World. Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. Be clear on your sales … IMNZ offers NZs most comprehensive suite of courses in management and leadership development. What is a course in strategic management? ISM Diploma in Strategic Sales Management (Level 6) The course develops your core attitudes, skill set and knowledge at this level and extends complex management and leadership skills focusing on areas including sales and marketing planning, competitive strategies … Over 99% of our participants work full time so we design our courses with a strong practical application to let you hit the ground running. View all details on Level 6 Certificate in Strategic Sales Management course on reed.co.uk, the UK's #1 job site. Five months is the expected time to complete it. Appraise the current strategic sales management practices in an organisation before identifying and assessing suggestions for improvement of these practices. The most common ways are by enrolling on to an online Sales management course where the content will be accessed online or by enrolling on to a classroom Sales management course where the course will be taught in an in-person classroom format, at a given location. Instructors share proven strategies and techniques and tailor the sessions to address the most urgent and important issues facing you and your peers. In this course, you will learn everything you need to know about strategic management, from strategic flexibility and strategic competitiveness, to internal and external analysis. Strategic account management skills are key to retaining and growing profitable business relationships. The Strategic Account Management Training Programme will give your people the skills to: Make customers see them as a professional who is an integral part of a business relationship, not someone who simply ‘comes to sell’ If you subscribed, you get a 7-day free trial during which you can cancel at no penalty. This course is designed to help learners get the most out of their online experience through discussions with peers, meetings with facilitators, and personalized feedback on your assignments. Course) program details such as dates, duration, location and price with The Economist Executive Education Navigator. This Sales and Marketing Management Diploma course is ideally suited for individuals who want to gain a thorough understanding of the principles and practice of Sales Management. Healthcare Strategica Sales Academy presents the 5-week Sales Management Basic Training Course plus bonus modules and access to the Sales Resource Vault and Learning Library. Align Sales and Marketing functions to support the integration of sales with the strategy. And you will be able to apply the concepts integrating the sales planning process to the strategy of the company, by bridging the gap between strategy and sales. You can enroll and complete the course to earn a shareable certificate, or you can audit it to view the course materials for free. Through five courses, you will cover Effective Sales overview, Sales Strategy, Models and Frameworks to Support Sales Planning, Sales & Marketing Alignment, and you will develop a Final Project. Strategic Account Management is an advanced level sales course that helps sales professionals maximize revenue potential by taking a more strategic approach to account management. Learn how to conduct micro-market analysis to find hidden and unique opportunities, discover strategies to streamline your go-to-market process to increase face time with the highest-priority clients, and focus your value proposition for higher conversion rates. Welcome to Strategic Sales Management specialization. © 2020 Coursera Inc. All rights reserved. Based on results from our Top-Performing Sales Organization and Top Performance in Strategic Account Management research studies, it’s clear that companies know there is significant opportunity to grow sales with existing accounts.. In this free course, you’ll learn how to create a scalable sales process and build training, coaching, hiring, and on-boarding programs for your sales team. This course is aimed at professionals who seek improvement in conceptual support to the sales planning process, especially with an emphasis on applying selling models and frameworks methodology. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. With a broad range of subject areas including; Leadership and Strategy, Communication, Project Management, Health and Effectiveness, Human Resources, Sales, Digital Marketing, Technology, and Training, we’ve got you covered for the skills and knowledge you … Develop the sales plan structure to guide the planning process. As a result, sales management is a vital business function that can have a significant impact on a company’s bottom line. Atuando nas áreas da Consultoria, Educação Executiva e Pesquisa, em 2016, a FIA foi reconhecida/premiada como a melhor instituição com soluções voltadas a Educação Executiva, pela conceituada revista The New Economy. Construct and apply models for sales strategy implementation. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. These variables are all related to the strategy of the company. See our full refund policy. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … As we discussed in Course 1 – Effective Sales, strategy, and sales must be integrated to support a high potential for value creation through the sales functions. Choose the right metrics to track your sales efforts and provide clear guidance to higher profits. There are three “umbrellas” to manage within the sales process:. Search. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. Formulating a fair and comprehensive compensation policy for Strategic Account Managers; Training and skills in strategic account management; Key Skills of a Strategic account manager 1. Keep in mind that you may be from a different area, and still be prepared to take this Specialization with all the benefits you may get from doing it. And study how to promote improvements with change. The Three Key Aspects of Sales Management. Sales Management helps to extract the best out of employees and achieve the sales goals of the organization in the most effective ways. What will I be able to do upon completing the Specialization? Sales management is about leading the people and Processes Company uses to sell to prospects and convert them into customers. 20+ Experts have compiled this list of Best Strategic Management Course, Tutorial, Training, Class, and Certification available online for 2020. Develop sales planning as a strategy roll-out process. Bishnoi SALES MANAGEMENT: AN OVERVIEW STRUCTURE 1.0 Objective 1.1 Introduction 1.2 Definition 1.3 Benefits of selling activities 1.4 Elements of sales management 1.5 Objectives of sales management 1.6 SMBO approach 1.6.1 Process of SMBO This degree, delivered 100% online, will teach you how to oversee a successful sales strategy, focused on maintaining positive relationships with customers. Appraise the main approaches to strategic sales management. Learn more. Yet few are able to turn that opportunity into account growth reality. We’re embraced by the world’s most successful sales and service organizations because we deliver results – no matter what comes next. Learn to strengthen your personal leadership coaching, train your direct reports, and create a championship culture. This Specialization is intended for sales professionals who seek to improve their sales planning and management competencies and skills. The course emphasises critical-thinking with intensive use of analytical reasoning. By the consequence, at this point of this specialization, you are in a good position to go further in the sales planning and management functions. The challenges of the case comprise the business context, through which you’ll apply the conceptual framework discussed during Course 2. The “Strategic Sales Management” program will tackle the following topics: Best (and Worst) Practices in Sales Force Management Examine the most common mistakes in sales force management. Online Global MBA (Sales Management) Degree Businesses rely on sales, and those with the expertise to increase sales. That means sales professionals are from all sectors. And this approach applies to a diverse range of sectors. In this intensive online strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. Evaluate the current strategic sales management practices in an organisation and suggest ways to improve it. 5-week Sales Management Basic Training Course; Sales Resource Vault containing short videos that provide quick refresher for the skills learned in the class. The outcomes of your analysis on the assignment case will be evaluated through a peer-review process. Overview. Check with your institution to learn more. You’ll develop a final assignment at the end of the course, and it is designed from an adapted real-life business case. This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. This training should reinforce previously taught lessons, while also adding in new strategies for them to continue building their skillset. If you only want to read and view the course content, you can audit the course for free. In this intensive Strategic Sales Management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. To get started, click the course card that interests you and enroll. Learners will apply the concepts, models, and frameworks discussed in the Specialization to develop a proposition of sales plan guidelines, which may support a sales plan development. Richardson Sale Performance’s Intentional Pursuit Strategy Training Program. After that, we don’t give refunds, but you can cancel your subscription at any time. A great sales management strategy to help you do this is to create a strategic training plan for the next year and make sure your team sticks to it. Construct and apply models for sales strategy implementation. A variety of online courses are available in Strategic Management. The sales functions are discussed with models and frameworks that support the planning process, which includes assumptions regarding the strategic guidelines, such as aggregate revenue targets, company’s earnings, and expected cash flow from the company’s operations. In this course, you\'ll develop the final project of the specialization, which is an application of the whole set of concepts, models, frameworks, tools, and techniques discussed and practiced through the four previous courses. The most relevant characteristics of highly effective sales managers are addressed in multiple interactive sessions. Yes, Coursera provides financial aid to learners who cannot afford the fee. It’s also important to emphasize that sales involve a broad range of areas, there are products and services related to agriculture, petrochemical, automobile, aeronautics, chemical, pharmaceutical, medical, insurance, education, retail, and consulting industries, just to mention some examples. The Intentional Pursuit Strategy training program (learn more here) is a strategic opportunity management sales training program that teaches your sales team to improve their ability to pursue complex sales opportunities, increase their chances of winning the deal, and shorten the sales cycle. Learn from the National Experts, Michael Ferris and Andy Yurasko, how to be a Highly Successful Sales Leader that Delivers Top Results! Propose a structure of the sales plan by applying selling models and frameworks. Welcome to Course 4 – Sales & Marketing Alignment. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective account management procedures. The future of selling is here. In addition, learn methods, systems, and management processes. Sales Managers have access to special sales management support documents. You learn about the planning and implementation of strategies that focus on the interests of the company. There is also a section on corporate social responsibility to enhance your appreciation of performance indicators beyond financial performance. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. Therefore, learners of different academic backgrounds may benefit from doing this specialization, which is structured to support sales planning and management from a methodological standpoint. This course is suitable if you want to develop the critical-thinking skills to make strategic business decisions, especially if you are targeting a role in consulting or business management. Its eLearning, technical, and sales training solutions aim to transform people and processes to deliver efficient and maximum performance. The concepts, models, tools, and techniques discussed and practiced during the course focus on the improvement of value creation from the sales function empowered by intelligence analysis, a process which typically applies in the strategy analysis front. As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. You’ll develop the skills you need to draw out the strengths of your sales team and drive revenue. This specialization course focus on providing conceptual and practical guidance on sales planning and management. The “Strategic Sales Management” program will tackle the following topics: Best (and Worst) Practices in Sales Force Management Examine the most common mistakes in sales force management. For this specialization, you will need a general knowledge of business concepts, models, and tools. It includes both paid and free resources to help you learn Strategic Management Skills and these courses are suitable for beginners, … Indeed, the common route to promotion may be -65724. Graduate Certificate in Leadership and Strategy Strategic Account Management will examine a major challenge of sales teams - how to maintain your customer relationships in a competitive marketplace and how to grow their business with you. Let us go through some sales management strategies: Identify goals and objectives of the sales team. Strategic Sales Management Specialization, Construction Engineering and Management Certificate, Machine Learning for Analytics Certificate, Innovation Management & Entrepreneurship Certificate, Sustainabaility and Development Certificate, Spatial Data Analysis and Visualization Certificate, Master's of Innovation & Entrepreneurship. This is an entry to mid-level course on developing market position and growing your profitability. Find Strategic Sales Management (D.C. Carry out a self-diagnosis to reflect on your management style and formulate clear takeaways. Assess the global sales environment and its impact on sales strategy formulation for a given global organisation. The improvement in the knowledge, competencies, and skills regarding sales & marketing alignment will contribute to increasing the potential for value creation from a strategic sales planning approach. How long does it take to complete the Specialization? The primary learning outcome of this specialization is the improvement of the sales planning and management competencies and skills, by providing a set of concepts, models, tools, and techniques to support the development of the sales plan structure, which will support the sale plan development. Build your business strategy on the inbound methodology to generate more leads, close more deals, and delight your customers. The discussions then went through sales strategy supported by intelligence analysis (Course 2), sales models and frameworks to support sales planning (Course 3). That’s why we created Strategic Account Management, a self-paced online sales training course to help you turn account growth opportunity into account growth reality. Subject: SALES MANAGEMENT Course Code: MM-308 Author: Dr. Surinder Singh Kundu Lesson No. In this intensive online strategic sales management program, you will explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue through your role as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. Many people are promoted to the position of Sales Manager without any formal training to do the job. If interested in climbing the career ladder as quickly and efficiently as possible, you need to see yourself as both. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. Organizational competitive advantage and optimal customer satisfaction is achieved through the understanding of market conditions and the exploration of strategic alternatives. Construct and apply models for sales strategy implementation. Incorporating theoretical and strategic concepts with applied, practical experience, professors in Sales courses are able to provide students with a better understanding of trade, the marketplace, products, micro- and macro-economic concepts, business management and profitability, to name a few. Online Courses in Strategic Management. The end product of a project can take the form of a business case or a research … Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company. We also mentioned that strategy and sales integration can be supported by marketing functions. Free Online Certificate Courses in Management. Do I need to take the courses in a specific order? Welcome to Course 5 - Strategic Sales Management Final Project. Do I need to attend any classes in person? Welcome to Strategic Sales Management specialization. Nonprofit Financial Stewardship Webinar: Introduction to Accounting and Financial Statements, Fostering Business Continuity During a Crisis, Explore proven methods to effectively coach, train, and lead a highly effective sales organization, Learn techniques to drive your own professional growth and career development, Analyze your most urgent and important sales management issues, Explore techniques for more effective communicating, coaching, and training, Decide on actions to upgrade your sales management performance in your areas of greatest opportunity. Miller Heiman Group provides the sales training, consulting, technology and research sellers need to stay one step ahead of disruption. Learning Library containing articles, research, forms and instructional documents to support their ongoing success. More questions? This course is uniquely built to develop comprehensive strategic management and leadership skills that support a wide range of Human Resource roles and enable superior people management. This specialization course focus on providing conceptual and practical guidance on sales planning and management. It would also be helpful for Sales Executives who hope to move up the career ladder and manage a sales team. The discussions go through how intelligence analysis can support the sales function, by providing methods to connect strategy to marketing and sales planning processes. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Rebecca Henderson is the John and Natty McArthur University Professor at Harvard University, where she has a joint appointment at Harvard Business School in the General Management and Strategy units. A FIA está entre as 3 melhores escolas de negócios do país e no grupo das 55 melhores do mundo, no ranking do Financial Times. About the Professor. You'll learn how to identify and create new opportunities within your accounts, develop enterprise-level relationships, and protect accounts against competitors. By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. The business case will bring a sales planning challenge, which is an adaptation of a real-life case. Offered by Fundação Instituto de Administração. When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Every manager, CEO, and sales leader must understand the exact math that goes into increasing sales. And this approach contributes to integrating the sales planning process into the corporate strategy of the company because, in the strategy analysis and formulation process, we apply models, frameworks, tools, and techniques that also apply to the sales planning and management process. GP Strategies’ sales training programs can be easily integrated into your specific industry, business model, sales culture, process, strategy, and branding. Learners don't need to have business administration certificate, though. While systemic challenges unfold in front of our eyes, new business formations and innovative business models are emerging. Are you ready to join us? As strategic management is strongly connected with performance, you’ll learn how to evaluate a firm’s performance in financial and non-financial terms. Creating a sales management strategy is one of the easiest ways to increase revenue and profitability. This Specialization doesn't carry university credit, but some universities may choose to accept Specialization Certificates for credit. Explore characteristics of exceptional sales managers, and get ideas on how you can boost your team’s success and drive your organization's revenue as a sales manager whether in a business-to-business (B2B) or a business-to-consumer (B2C) setting. : 01 Vetter: Dr. V.K. At this point of the Strategic Sales Management specialization, you have an excellent understanding of the integration of sales planning to the strategy of the company. Library containing articles, research, forms and instructional documents to support the integration of manager! View the course emphasises critical-thinking with intensive use of analytical reasoning each course in the team! Is also a section on corporate social responsibility to enhance your appreciation of performance indicators beyond performance! 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