Strategic Sales Management Final Project from Coursera

Welcome to Course 5 – Strategic Sales Management Final Project.

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.

A business case provides the business context to serve as the reference to support your analyses regarding strategy, marketing, and sales integration. The case is adapted from a real-life experience. Having developed these analyses, you will follow the project instructions that lead you to the application of the concepts you have learned so far, and proceed to the sales planning processes to support the development of a sales guidelines, which will support the sales planning process in a later moment.

The primary learning outcome of this course is to master concepts application to create sales guidelines, based on a structured analysis of a business case. The sales guidelines serve as the background of a sales plan structure, and they also connect the sales planning process to the strategy, at the same time that supports the development of a sales plan at a later moment.

Whereas the sales plan structure may not be a detailed sales plan, it will provide all the aspects necessary to develop the sales plan later.

The project will be peer-reviewed, and the instructions to develop it also bring the rubrics to develop the review.

What's inside

Syllabus

Module 1 - Strategy & Sales

In this module, you will review the concepts of Courses 1 & 2, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Effective Sales Overview (Course 1) and Sales Strategy (Course 2) in a particular business context - The printing and graphics industry case with the additional information of Supplement B.

Module 2 - Effective Sales Planning Through Strategic Analysis

In this Module 2, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement B) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development.

Module 3 - Sales Models, frameworks, and Marketing Alignment

In this module, you will review the concepts of Courses 3 & 4, analyze a business case context that brings more details regarding the business case you have worked on in Course 1 and go through a final quiz with questions that are focused on the business context of the case. The learning outcome of this module is to master the applicability of concepts discussed in Models and Frameworks (Course 3) and Sales & Marketing Alignment (Course 4) in a particular business context - The printing and graphics industry case with the additional information of Supplement C.

Module 4 - Strategic Sales into Corporate Strategy

In this Module 4, you will apply the concepts you have reviewed in the previous Module. In this process, you will analyze the case and the additional information (Supplement C) and develop sales guidelines based on these analyses. The primary learning outcomes of this Module are the sales guidelines, which you will propose by analyzing specific strategic guidelines presented in the assignment prompts. Therefore, your sales guidelines propositions will have a connection to the company's strategic guidelines, and they'll also contribute in the sales planning process to support the sales plan structure, which eventually will contribute in the sales plan development. By the end of this Module, you will have proposed sales guidelines that cover most of the topics that relate to sales, marketing, and strategy. These guidelines comprise most of the guidance you will need to support the sales planning process, which eventually will generate the sales plan in a later moment. The final project of this specialization is not a sales plan; however, you'll have developed strategic sales guidelines that are crucial to support the sales plan development. At this point, it's important to mention again, most plans fail during the implementation and it happens because the processes follow the guidelines. If these guidelines are not good, the plan will not be good and the implementation will fail. Therefore, this final project is aimed at the development of the sales guidelines.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Taught by Nelson Yoshida and Samantha Mazzero, who are experts in Strategy and Sales

Examines Strategic Sales Management, which is essential for sales professionals

Develops sales guidelines that connect strategy, marketing, and sales

Introduces a business case from the printing and graphics industry

Designed for students in the final project of the Strategic Sales Management specialization

Requires peer-review of the final project

Reviews summary

Strategic sales capstone success

Learners say this final project is helpful and amazing for their sales careers. It combines theoretical foundations with practical work and provides a solid basis for professionals looking to advance in sales. Most students found this capstone to be a great learning experience and highly recommend it.

This course provides a good basis for sales careers.

" provides the necessary basis for any professional who wishes to advance in a sales career."

"provides a good basis for any professional who wishes to advance in a sales career."

" provides the necessary basis for any professional who wishes to advance in a sales career."

Learners liked the practical work in this course.

"The course combines theoretical foundation with practical work"

"I have made other specializations at Coursera and can guarantee that the FIA's Strategic Sales Management Specialization is one of the most robust available on the platform."

"The course combines theoretical foundation with practical work"

Many learners found this course to be helpful.

"Very helpful course!"

"An amazing learning experience"

"Very helpful course!"

Some students had issues with peer grading.

"I would prefer the real professor would verify my work instead of peers."

"I have spent the half of the day, trying my best to answer every question. Instead I got 0% just beacuse only one peer "verified" my assignment by putting all 0-es, which means that he/she did not even read any word of my word."

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 Strategic Sales Management Final Project with these activities:

Volunteer at Sales-Related Non-Profit Organizations

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Apply your sales skills while making a positive impact by volunteering at non-profit organizations focused on sales or marketing initiatives.

Browse courses on Sales and Marketing

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Identify non-profit organizations that align with your interests.
Contact the organizations and inquire about volunteer opportunities.
Assist with sales-related tasks such as fundraising, outreach, or event planning.

Peer-Led Sales Role-Playing Exercises

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Improve your sales presentation and negotiation skills through peer-led role-playing exercises.

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Form a study group with classmates or colleagues.
Develop scenarios that cover various sales situations.
Take turns playing the roles of the salesperson and the customer.
Provide constructive feedback to improve each other's performance.

Guided Analysis of Sales Case Studies

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Enhance your analytical skills by working through guided case studies that demonstrate real-world sales scenarios.

Browse courses on Sales Analysis

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Identify online resources or platforms that provide sales case studies.
Select a case study that aligns with the course content.
Follow the guided analysis steps to examine the case study, identify key issues, and propose solutions.
Share your analysis with peers or mentors for feedback.

Four other activities

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Compile a Resource Toolkit for Sales Professionals

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Expand your knowledge and stay updated on industry best practices by compiling a resource toolkit with articles, case studies, and tools related to sales.

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Conduct online research to identify valuable sales resources.
Organize the resources into categories such as sales techniques, customer relationship management, and market research.
Share your resource toolkit with peers or industry professionals.

Mentor Junior Sales Professionals

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Enhance your leadership skills and reinforce your knowledge by mentoring junior sales professionals or students.

Browse courses on Mentorship

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Identify opportunities to mentor junior sales professionals within your network or through organizations.
Share your knowledge and experience to help mentees develop their sales skills.
Provide guidance and support to help mentees navigate challenges and achieve their career goals.

Develop a Comprehensive Sales Plan Framework

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Apply the knowledge gained throughout the course by creating a comprehensive sales plan framework that incorporates key sales strategies and tactics.

Browse courses on Sales Planning

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Review the sales plan structure provided in the course materials.
Analyze the sales case and identify specific sales guidelines.
Develop a comprehensive sales plan framework that aligns with the company's strategic objectives.
Present your sales plan framework to peers or mentors for feedback.

Participate in Sales Simulation Competitions

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Challenge yourself and refine your sales skills by participating in online or in-person sales simulation competitions.

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Research and identify sales simulation competitions that align with your interests.
Practice your sales pitch and negotiation techniques.
Participate in the competition and receive feedback on your performance.

Career center

Learners who complete Strategic Sales Management Final Project will develop knowledge and skills that may be useful to these careers:

Chief Sales Officer

This course on sales strategy and planning is a great way for Chief Sales Officers to build a foundation for success in their role.

See salaries and explore the career path for Chief Sales Officer

Sales Operations Analyst

Sales Operations Analysts must be able to analyze business models and data; this course covers both of those essential skills.

See salaries and explore the career path for Sales Operations Analyst

Chief Marketing Officer

In this course, Chief Marketing Officers learn about effective ways of aligning sales and marketing strategies.

See salaries and explore the career path for Chief Marketing Officer

Sales Engineer

This course covers the alignment of sales and marketing, which is important for Sales Engineers who frequently collaborate with marketing teams to ensure a smooth customer journey.

See salaries and explore the career path for Sales Engineer

Sales Analyst

This course covers developing and proposing sales guidelines, which is important for Sales Analysts to learn for their role in maximizing sales.

See salaries and explore the career path for Sales Analyst

Sales Operations Manager

Sales Operations Managers will learn about how to develop a sales plan, a key responsibility of the role.

See salaries and explore the career path for Sales Operations Manager

Business Development Manager

This course teaches strategies for developing and attracting new customers. These are key skills for Business Development Managers.

See salaries and explore the career path for Business Development Manager

Sales Executive

Sales Executives will learn about the frameworks behind sales models, which can help enhance their understanding of sales strategy and lead to success.

See salaries and explore the career path for Sales Executive

Business Strategy Consultant

A Business Strategy Consultant will learn about strategy and sales, from developing sales strategies to understanding the implementation phase.

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Account Manager

Account Managers develop and maintain relationships with key clients, and this course would help them form a strong strategy for doing so.

See salaries and explore the career path for Account Manager

Marketing Manager

This course provides key concepts for understanding sales strategy, marketing, and alignment, which are essential for a successful Marketing Manager.

See salaries and explore the career path for Marketing Manager

Sales Manager

Sales Managers will learn about various sales techniques, models, and frameworks in this course that would enhance their ability to effectively lead and direct sales teams.

See salaries and explore the career path for Sales Manager

Product Manager

In this course, Product Managers will learn how to develop sales strategies for a product launch and ways to analyze a product's life cycle.

See salaries and explore the career path for Product Manager

Advertising Sales Manager

Advertising Sales Managers would learn about key concepts for attracting and selling to new clients in this course, which includes modules on strategy, sales, and marketing.

See salaries and explore the career path for Advertising Sales Manager

Business Analyst

A Business Analyst designs solutions to business inefficiencies or problems. This course would be especially helpful for Business Analysts because it would teach them how to strategically use sales and marketing to improve the efficiency of a business's sales.

See salaries and explore the career path for Business Analyst