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所在平台: Coursera |
课程主页: https://www.coursera.org/learn/models-frameworks-support-sales-planning
课程评论：没有评论
课程名称：销售规划支持的模型与框架 课程概述：欢迎来到课程三——销售规划支持的模型与框架。在本课程中，您将学习到销售模型和框架的概念性方法。课程的主要学习成果是提升分析能力和销售规划及管理的技能，并通过应用相关模型和框架来支持这些过程。本课程旨在帮助寻求提升销售规划过程概念支持的专业人士，特别强调销售模型和框架方法论的应用。 在战略销售管理专业化的这一阶段，您将能够很好地理解销售规划与公司战略的整合。此外，您还将掌握支持这种整合的主要建议，并通过智能分析推进战略销售规划。本课程将从概念角度讨论销售模型和框架，为销售规划过程增添方法论结构。 课程中的主要模块包括： 模块 1 - 销售管理：这一模块讨论了从流程管理的角度看销售职能的概述。重点包括运营变量、客户管理、领导力角色、培训流程、资源分配、绩效管理及售后流程等。这些讨论为下一个专注于销售规划和管理的模型与框架的模块提供了概念基础。 模块 2 - 销售模型与框架：该模块介绍如何通过模型和框架的应用来实施销售计划，这些模型和框架能够促进销售规划与管理职能的分析和过程。由于销售职能的性质使其不具精确性，因此销售规划可以通过多种不同的方式进行。 模块 3 - 软技能：本模块关注提供一系列补充的方法，以加强前两个模块介绍的硬技能。强调软技能在谈判过程以及与潜在客户沟通中的重要性，以提高销售潜力。 模块 4 - 战略销售管理行动：这一模块为课程三的最终作业提供指导。学员将分析商业背景，并运用课程讨论的概念来完成作业。作业包括两次学习测试机会，首先是开发自己的作业，其次是审核同伴的作业。 期待您在课程模块和课程学习中与我们共同进步！
Name:Module 1 - Sales Management
Description: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.
Name:Module 2 - Selling Models and Frameworks
Description: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.
Name:module 3 - Soft Skills
Description: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.
Name:Module 4 - Strategic Sales Management In Action – the journey goes on
Description: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.
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.
