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.

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Read about what's good

what should give you pause

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

Strategic sales planning and management overview

According to learners, this course provides a strong conceptual and practical guidance on sales planning and management. Students appreciate the course's emphasis on connecting sales functions to the overall company strategy, offering a strategic view that helps professionals understand their role in achieving organizational objectives. The course introduces useful models and frameworks that support the planning process. Reviewers indicate it is particularly relevant for professionals with some sales experience, including those moving into management roles. While providing a solid foundation, some note that applying the concepts requires effort. The final assignment, a business case analysis, is often highlighted as a valuable, albeit challenging, opportunity to apply learned concepts.

Good balance of theory and practical application.

"The course provides a good balance between conceptual guidance and practical methods."

"Offers a methodological standpoint that applies to diverse sectors."

"It's a good overview, sometimes leaning theoretical, but necessary for the strategic context."

Final assignment is challenging but practical.

"The final assignment required me to analyze a complex business case and apply everything I learned."

"Found the case study very practical, pushing me to think strategically."

"It's challenging but a worthwhile exercise in applying the concepts discussed."

Highly relevant for sales professionals and managers.

"This course is highly relevant for sales professionals seeking to improve their expertise."

"Ideal for those who have recently been promoted to a managing position in sales."

"Assumes a general knowledge of business concepts, suitable for experienced individuals."

Provides practical models and methods for planning.

"I gained practical tools and techniques to support my sales planning process."

"Discussed methods, tools, and techniques that are directly applicable to strategy analysis."

"Offers concrete guidance on how to plan sales effectively."

Strong emphasis on integrating sales with strategy.

"The focus on connecting sales planning to overall company strategy was incredibly insightful."

"Helped me understand how sales plays a pivotal role in achieving strategic objectives."

"Frameworks for strategic sales planning and integration with corporate strategy are well-covered."

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

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

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

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

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

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

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.

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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