What Does MVP Stand For? It’s Not What You Think.
October 7, 2024
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This course is part of Strategic Sales Management Specialization
Instructors: Edson Ito
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Welcome to Course 3 - Models & Frameworks to Support Sales Planning – In this course, you’ll go through a conceptual approach to selling models and frameworks.
As a primary learning outcome of this course, we emphasize the improvement in the analytical competencies and skills to develop sales planning and management. And the learning process goes through the application of the models and frameworks that contribute to supporting these processes. 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. 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. You also have a vision of major prescriptions and recommendations to support this integration, and proceed to strategic sales planning by applying intelligence analysis. Now, in this course, selling models and frameworks will be discussed, from a conceptual standpoint to add methodological structure into the sales planning process. 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. In the third module of this course, soft skills are brought to the discussion, since they comprise an essential component because sales functions include many aspects of the human interactions. 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. We look forward to having you during the course modules and lessons.
Sales Management module: The discussions of this module are about an overview of the sales functions from a processes management standpoint. Therefore, the module is about discussing sales management functions, which includes the operational variables that apply to support sales management; the accounts management; the role of the leadership; training processes; resources allocation; performance management; and post-sales processes. These processes are discussed to assess the sales management functions with an integrative view. Then, the discussions provide a conceptual basis for the next module, which is dedicated to the models and frameworks that contribute to the sales planning and management processes. Primary learning outcome of this module focus on the assimilation of the knowledge regarding the sales functions, the processes involved, and how to analyze them to support the next step, which is to use structured methods to develop the sales plan.
10 videos14 readings7 assignments
Welcome to module 2 – Selling Models and Frameworks. This module is about how to implement the sales plan, through the application of models and frameworks that enable the analyses and processes that contribute to the planning and management functions of sales. As the nature of sales functions, considering them as a non-exact science, sales planning can be developed by many different approaches. Some of the methods follow structured recommendations and prescriptions, and these methods are referred in this module as models or frameworks. We discuss them in this module, and the primary learning outcome is to know how to apply each of them, by remembering and understanding their structure, the prescriptions, and the recommendations.
11 videos12 readings6 assignments
Soft Skills module: In this module, the focus is on providing a different set of methods that complement the methods presented so far in the current Course 3. As discussed in the first two modules, most of the concepts are related to prescriptions and recommendations that may be considered as hard skills, as they present a structured approach to conduct the development of the sales planning and management processes.In this module, we provide recommendations of soft skills, which are crucial in the negotiation process and also in the communication with potential customers. The primary learning outcome of this module, therefore, is to improve the potential of sales by adding the soft skills side of expertise.
10 videos10 readings5 assignments
Welcome to Strategic Sales Management In Action – Module 4. This module serves as a guideline to develop the final assignment of Course 3: Models & Frameworks to Support Sales Planning. In this assignment, the challenge is to analyze a business context and use it as a reference to develop the assignment by the application of the concepts discussed in Course 3. You’ll follow the assignment guidelines, develop the analyses and provide your insights from the outcomes of your analysis. You’ll have two opportunities to test your learning process, the first one is by developing your assignment, and the second one is by reviewing a peer’s assignment.
2 videos1 peer review
We asked all learners to give feedback on our instructors based on the quality of their teaching style.
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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. Trabalhamos ininterruptamente na geração de conhecimento aplicado e de novas práticas de excelência na Administração. 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.
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Reviewed on May 7, 2020
I enjoyed this course the most, Cesar Rodrigous is the best instructor of FIA, I like his teaching style and the supplementary articles he provides.
Reviewed on Nov 6, 2023
Very good learning platform Thank you coursera for a assume teaching all the domain very clearly.
Reviewed on Jan 1, 2020
This is the greatest course from the Sales Management Specialization so far. Really helpful!
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