Effective Sales – An Overview from Coursera

Welcome to Strategic Sales Management specialization.

This specialization course focus on providing conceptual and practical guidance on sales planning and management.

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.

Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment with the strategic guidelines of the company. 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. These variables are all related to the strategy of the company.

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.

Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences.

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. That means sales professionals are from all sectors.

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. And this approach applies to a diverse range of sectors.

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.

What's inside

Syllabus

Module 1 - Effective Sales Planning

Welcome to Effective Sales Planning module. This module brings a discussion about the sales functions and their interconnection to the strategy of the company. We’ll analyze the sales functions with a strategic view, in the sense that sales planning and management play a pivotal role to support the achievement of the strategic objectives of the company. Major issues of strategic sales planning are discussed, such as the potential dissonance between marketing and sales areas. We also do a historical perspective of the sales functions, the integration of sales to the strategy, and the sales strategy cycle overview to support the integration. The academic emphasis of this module is, therefore, in the process of improving the awareness about the importance of sales-strategy integration. By being aware of this integration, a sales professional will develop the sales planning process, which eventually will contribute to the whole sales management function.

Module 2 - Strategic Sales Planning

Welcome to Strategic Sales Management specialization. This specialization course focus on providing conceptual and practical guidance on sales planning and management. 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. Concepts discussed in this specialization aim to support the analyses on how to plan sales in alignment to the strategic guidelines of the company. 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. These variables are all related to the strategy of the company. 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. Prerequisite for this specialization is general knowledge of business concepts, models, and tools. Professionals who have concluded undergraduate courses of business administration, and also of different areas of knowledge, such as engineering, economics, accounting, and social sciences. 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. That means sales professionals are from all sectors. 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. And this approach applies to a diverse range of sectors. 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, and then the plan implementation and control.

Module 3 - Customer-oriented Selling

Welcome to Customer Centered Selling module.In this module, the focus is on the concepts that contribute to the connection between sales and strategy. One of the top issues in sales planning is the integration to the strategic guidelines of the company. And this module brings a methodological approach of practical methods that contribute to the planning process.How do we do it? By discussing prescriptions and recommendations that apply to methods, tools, and techniques that typically are involved when analyzing strategy. The discussions on the topics related to the strategy go through the lessons of this module, with a sales perspective on sight, which contributes to building the awareness on how to apply the methods to converge sales analyses to strategy analyses. And this academic development is the core focus that supports the integrative approach to sales planning and corporate strategy. The methods discussed in this module relate to the intelligence analysis, which is (or should be) applied in strategy analysis and formulation. Applying these methods with a sales standpoint contributes to the establishment of strategic sales guidelines, and these guidelines support the sales planning process.

Module 4 - Strategic Sales Management In Action: Our Journey Begins

Welcome to Strategic Sales Management In Action – The start of the strategic sales management journey. This module serves as a guideline to develop the final assignment of Course 1: Effective Sales – an overview.In this assignment, the challenge is to analyze the context of a business case that presents sales related issues, due to the strategic challenges that executives of the company have been facing. The case description brings the business context of the company’s sector, which has an ongoing change that impacts the business of printing and graphics machine manufacturer. One of the most relevant impacts is the demand for the manufacturer’s customers, which eventually influences the potential sales of the manufacturer. In a nutshell, the assignment is about the analyses and approaches that would apply to support the sales functions of such a company.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Introduces the fundamental principles and techniques involved in strategic sales management, including planning, execution, and evaluation

Emphasizes the alignment of sales planning with the strategic objectives of the organization, ensuring that sales activities contribute directly to overall business goals

Taught by instructors with extensive experience in sales management and strategy, providing learners with valuable insights and practical knowledge

Provides a comprehensive overview of sales planning and management, covering key concepts, models, and tools used in the field

Utilizes a combination of lectures, case studies, and interactive exercises to reinforce learning and promote practical application

Suitable for professionals with some experience in sales, and for those seeking to advance their careers in sales management

Reviews summary

Effective sales overview

Learners say that Effective Sales – An Overview is an engaging sales course that offers a practical introduction to the core principles of sales, making it perfect for beginners and intermediate learners. Students especially enjoy the insightful interviews with industry experts. Overall, students agree that this course is well organized and comprehensive, providing a solid foundation in sales strategy and implementation.

This course is a good introduction to sales for beginners.

"It was a great time in an online lecture. I have no experience with the sales and strategy this class is good for beginners who have no idea about sales strategy is."

"good course as an introduction to sales strategy and salesforce effectiveness."

Students find the course to be well organized and engaging.

"This course is insightful and organised in a very interesting way. The modules are fun and yet deliver beyond expectations."

"Most professional and informative for faculty and sales people."

Students largely positive about the course, with many describing it as excellent and comprehensive.

"Excellent course! Love it and recommended to everyone!"

"this is an amazing course for those who wantd to have sales as their career."

"I consider this FIA course the most comprehensive and complete within the program of integrated courses on Coursera"

Some students find it difficult to follow the videos due to the poor quality of English spoken.

"Very poor english make it very difficult to work through course. "

"I was very difficult to follow the videos due to the quality of English language spoken."

Some students complain that the course material is repetitive and redundant.

"Very redundant, boring at times. It has useful information though. It is just difficult to keep up with so much repetition and sales theory."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Effective Sales – An Overview with these activities:

Read Course Syllabus

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Ensure that you are familiar with the course's purpose, objectives, assignments, due dates, and grading policies.

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Download and review the course syllabus.

Review Sales Concepts

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Increase understanding of sales concepts.

Browse courses on Sales Strategies

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Identify and review online tutorials covering sales concepts.
Create a summary of key concepts learned.

Sales Scenarios

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Develop critical thinking and decision-making skills for sales situations.

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Identify different sales scenarios.
Create a plan for each scenario.
Role-play the scenarios.

Three other activities

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Sales Discussion Group

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Engage with peers to exchange insights and perspectives on sales.

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Join or create a study group with peers.
Discuss sales-related topics and case studies.
Provide feedback and support to group members.

Develop a Sales Plan

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Apply knowledge and skills to a practical project, enhancing understanding of sales planning.

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Define the market and target audience.
Set sales goals and objectives.
Create a strategy for achieving sales goals.
Develop a budget and forecast.

Sales Internship

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Gain hands-on experience in a sales environment.

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Identify and apply for sales internships.
Perform sales tasks and responsibilities.
Observe and learn from experienced sales professionals.

Career center

Learners who complete Effective Sales – An Overview will develop knowledge and skills that may be useful to these careers:

Sales Manager

A Sales Manager is in charge of overseeing and managing a sales team. They may also be involved in developing and implementing sales strategies, setting sales targets, and monitoring the performance of their team. This course may be useful for someone looking to become a Sales Manager because it provides a foundation in sales planning and management, which are essential skills for this role. Additionally, the course covers topics such as customer-oriented selling and strategic sales management, which are highly relevant to the work of a Sales Manager.

See salaries and explore the career path for Sales Manager

Business Development Manager

A Business Development Manager is responsible for identifying and developing new business opportunities for a company. They may also be involved in developing marketing campaigns, conducting market research, and managing relationships with key clients. This course may be useful for someone looking to become a Business Development Manager because it provides a foundation in sales planning and management, as well as strategic sales management. These are essential skills for success in this role.

See salaries and explore the career path for Business Development Manager

Account Manager

An Account Manager is responsible for managing relationships with key clients and ensuring that they are satisfied with the company's products or services. They may also be involved in sales forecasting, developing marketing campaigns, and providing customer support. This course may be useful for someone looking to become an Account Manager because it provides a foundation in sales planning and management, as well as customer-oriented selling. These are essential skills for success in this role.

See salaries and explore the career path for Account Manager

Sales Operations Manager

A Sales Operations Manager is responsible for overseeing the day-to-day operations of a sales team. They may also be involved in developing and implementing sales processes, managing sales budgets, and providing support to sales representatives. This course may be useful for someone looking to become a Sales Operations Manager because it provides a foundation in sales planning and management. Additionally, the course covers topics such as customer-oriented selling and strategic sales management, which are highly relevant to the work of a Sales Operations Manager.

See salaries and explore the career path for Sales Operations Manager

Sales Engineer

A Sales Engineer is responsible for providing technical support to customers and helping them to understand the company's products or services. They may also be involved in developing sales proposals, conducting product demonstrations, and providing training. This course may be useful for someone looking to become a Sales Engineer because it provides a foundation in sales planning and management, as well as customer-oriented selling. Additionally, the course covers topics such as strategic sales management and sales forecasting, which are highly relevant to the work of a Sales Engineer.

See salaries and explore the career path for Sales Engineer

Marketing Manager

A Marketing Manager is responsible for developing and implementing marketing campaigns to promote a company's products or services. They may also be involved in market research, product development, and public relations. This course may be useful for someone looking to become a Marketing Manager because it provides a foundation in sales planning and management, as well as customer-oriented selling. Additionally, the course covers topics such as strategic sales management and sales forecasting, which are highly relevant to the work of a Marketing Manager.

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Product Manager

A Product Manager is responsible for managing the development and marketing of a company's products or services. They may also be involved in market research, product planning, and customer support. This course may be useful for someone looking to become a Product Manager because it provides a foundation in sales planning and management, as well as customer-oriented selling. Additionally, the course covers topics such as strategic sales management and sales forecasting, which are highly relevant to the work of a Product Manager.

See salaries and explore the career path for Product Manager

Entrepreneur

An Entrepreneur is someone who starts and runs their own business. They may be involved in all aspects of the business, including sales, marketing, finance, and operations. This course may be useful for someone looking to become an Entrepreneur because it provides a foundation in sales planning and management. Additionally, the course covers topics such as customer-oriented selling and strategic sales management, which are highly relevant to the work of an Entrepreneur.

See salaries and explore the career path for Entrepreneur

Consultant

A Consultant provides advice and guidance to clients on a variety of business issues. They may also be involved in developing and implementing solutions to business problems. This course may be useful for someone looking to become a Consultant because it provides a foundation in sales planning and management, as well as strategic sales management. These are essential skills for success in this role.

See salaries and explore the career path for Consultant