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Executivo de Vendas, Vendas Consultivas e Prospecção

Nossas boas-vindas ao Curso Executivo de Vendas, Vendas Consultivas e Prospecção.

Neste curso, você aprenderá conceitos e o uso de ferramentas práticas para prospectar clientes e realizar vendas de valor (deixar o preço menos representativo na tomada de compra do cliente). Aprenderá, também, a atuar tecnicamente em todas as etapas do processo de vendas, conquistando a atitude compradora de seus clientes.

Ao final deste curso, você será capaz de aumentar significativamente seus resultados de vendas, por meio de um comportamento guiado pela alta performance em gestão estratégica de vendas e táticas de abordagens comerciais.

Este curso é composto por quatro módulos, disponibilizados em semanas de aprendizagem. Cada módulo é composto por vídeos, leituras e testes. Ao final de cada módulo, temos uma avaliação de verificação dos conhecimentos.

Estamos muito felizes com sua presença neste curso e esperamos que você tire o máximo de proveito dos conceitos aqui apresentados.

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What's inside

Syllabus

Comportamentos Ideais para Vendas de Valor

Como se tornar um executivo de vendas de alta performance, como vender valor e deixar o preço menos impactante na tomada de decisão do cliente. Vamos explorar aqui resultados de grandes pesquisas de mercado que revelaram o que vendedores fazem para conquistar a venda de produtos e/ou serviços a um premium price.

Perguntas Estratégicas e Poderosas

Como atuar estrategicamente como vendedor a partir de um conjunto de perguntas que permitem extrair informações importantes do cliente, bem como ajudá-lo a refletir sobre a importância da solução (produto e/ou serviço) oferecida.

Processos de Vendas e suas Etapas

Como entender o momento do cliente para adequar a abordagem de vendas corretamente. Potencializar resultados a partir da atuação das etapas técnicas de uma venda e aprimorar resultados comportamentais de abordagem ao cliente.

Modelo de Gestão de Vendas

Como planejar e mapear estratégias e táticas de vendas a partir de ferramentas assertivas e como conduzir o aprimoramento da performance de resultados em vendas por meio de condutas comportamentais mensuráveis.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Este curso é voltado para executivos de vendas, profissionais que atuam na área comercial e desejam alavancar seus resultados por meio de técnicas comprovadas

Os instrutores Lauro Xerfan Neto são reconhecidos por sua expertise na área de vendas, o que garante a qualidade do conteúdo apresentado

O curso aborda temas como comportamento ideal para vendas de valor, perguntas estratégicas e poderosas, processos de vendas e gestão de vendas, oferecendo uma visão abrangente da área

O formato multimídia do curso, com vídeos, leituras e testes, favorece a compreensão e a retenção do conhecimento

O curso pode ser interessante para profissionais que buscam aprimorar suas habilidades técnicas em vendas, conquistar a atitude compradora dos clientes e aumentar seus resultados

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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 Executivo de Vendas, Vendas Consultivas e Prospecção with these activities:

Watch video lessons on specific topics

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Supplement your understanding of specific topics by watching video lessons

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Identify specific topics where you need additional support
Search for video lessons related to those topics
Watch the video lessons and take notes on the key concepts
Summarize the main points of the video lessons and relate them to the course material

Identify tutorials for learning

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Supplement your course material with additional resources and tutorials to reinforce your understanding

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Search for tutorials related to the course topics
Review the content of each tutorial to identify the most helpful ones
Set aside dedicated time for working through the tutorials
Take notes and summarize key concepts from the tutorials
Apply the knowledge gained in your course assignments and projects

Complete practice questions regularly

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Reinforce your understanding of the course concepts by regularly completing practice questions

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Set aside dedicated time for practice
Review the course materials and identify areas where you need more practice
Find practice questions related to those areas
Attempt the practice questions and check your answers

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Organize peer group study sessions

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Engage with peers outside of class to facilitate knowledge sharing and retention

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Identify a group of peers who are interested in forming a study group
Establish regular meeting times and locations
Plan and prepare the topics to be covered in each session
Take turns facilitating discussions and presenting the materials

Solve practice scenarios independently

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Test your understanding of the course concepts by working through practice scenarios

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Identify practice scenarios related to the course topics
Review the scenario and identify the relevant concepts
Analyze the scenario and develop a solution
Compare your solution to others or a provided solution
Reflect on the process and identify areas for improvement

Develop a project plan for a business or personal venture

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Apply the concepts of the course to real-world project planning

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Identify a business or personal venture to plan for
Set goals and objectives for your project
Define the scope of your project and identify its deliverables
Develop a timeline and budget for your project
Identify potential risks and challenges and develop mitigation strategies

Career center

Learners who complete Executivo de Vendas, Vendas Consultivas e Prospecção will develop knowledge and skills that may be useful to these careers:

Sales Executive

The Executivo de Vendas, Vendas Consultivas e Prospecção course can provide valuable insights and practical tools for individuals seeking to advance their careers as Sales Executives. This course delves into the art of high-performance sales, emphasizing the importance of value-based selling and strategic approaches. By mastering the concepts and techniques taught in this course, aspiring Sales Executives can enhance their ability to build strong customer relationships, identify and address client needs, and drive sales results effectively.

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Business Development Manager

For those seeking to transition into the field of Business Development, the Executivo de Vendas, Vendas Consultivas e Prospecção course offers a comprehensive foundation. This course provides a deep understanding of sales processes, prospecting techniques, and strategic planning, empowering individuals to excel in the dynamic role of a Business Development Manager. By gaining proficiency in these areas, learners can effectively identify and cultivate new business opportunities, drive revenue growth, and establish lasting partnerships with clients.

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Sales Consultant

The Executivo de Vendas, Vendas Consultivas e Prospecção course is highly relevant for individuals aspiring to become Sales Consultants. This course focuses on developing the skills necessary to provide expert guidance and tailored solutions to clients. Through interactive learning modules and practical exercises, participants can enhance their ability to understand customer needs, build trust, and effectively present product or service offerings. The course's emphasis on strategic questioning and value-based selling empowers Sales Consultants to drive successful outcomes and foster long-term customer relationships.

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Account Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course can be instrumental for individuals seeking to excel as Account Managers. This course provides a comprehensive understanding of sales management techniques, customer relationship management, and strategic planning. By mastering these concepts, Account Managers can effectively maintain and grow existing client accounts, identify cross-selling and upselling opportunities, and contribute to overall revenue generation. The course's focus on building strong partnerships and driving customer satisfaction aligns perfectly with the key responsibilities of an Account Manager.

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Sales Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may be helpful for individuals seeking to advance their careers as Sales Managers. This course offers a solid foundation in strategic sales management, performance optimization, and team leadership. While the course primarily focuses on individual sales skills, it provides valuable insights into the principles and practices of effective sales management. By completing this course, aspiring Sales Managers can gain a better understanding of how to set sales targets, motivate and coach sales teams, and drive overall sales performance.

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Marketing Manager

For professionals seeking to transition into the field of Marketing Management, the Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some valuable insights. While the course primarily focuses on sales techniques and strategies, it touches upon the importance of understanding customer needs and developing tailored solutions. This knowledge can be beneficial for Marketing Managers who are responsible for developing and executing marketing campaigns that resonate with target audiences. The course's emphasis on building strong relationships and understanding buyer behavior can also be helpful for Marketing Managers in developing effective marketing strategies.

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Product Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may provide some relevant knowledge for individuals seeking to become Product Managers. While the course focuses on sales and marketing techniques, it also emphasizes the importance of understanding customer needs and developing solutions that meet those needs. This knowledge can be valuable for Product Managers, who are responsible for defining and developing products that meet market demand. The course's emphasis on strategic planning and value-based selling can also be helpful for Product Managers in developing successful product roadmaps and driving product adoption.

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Business Analyst

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some helpful insights for aspiring Business Analysts. While the course primarily focuses on sales techniques and strategies, it also includes modules on understanding customer needs and developing solutions. This knowledge can be beneficial for Business Analysts, who are responsible for gathering and analyzing business requirements. The course's emphasis on strategic planning and problem-solving can also be helpful for Business Analysts in developing effective business solutions.

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Customer Success Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may be somewhat useful for individuals seeking to become Customer Success Managers. While the course focuses primarily on sales and marketing techniques, it also highlights the importance of building strong customer relationships and understanding customer needs. This knowledge can be valuable for Customer Success Managers, who are responsible for ensuring customer satisfaction and driving long-term customer success. The course's emphasis on value-based selling and strategic planning can also be helpful for Customer Success Managers in developing effective strategies for customer retention and growth.

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Project Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some relevant knowledge for aspiring Project Managers. While the course focuses primarily on sales techniques and strategies, it also includes modules on strategic planning and stakeholder management. This knowledge can be beneficial for Project Managers, who are responsible for planning and executing projects. The course's emphasis on problem-solving and communication skills can also be helpful for Project Managers in managing project teams and ensuring successful project outcomes.

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Operations Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some helpful insights for aspiring Operations Managers. While the course focuses primarily on sales techniques and strategies, it also includes modules on strategic planning and process improvement. This knowledge can be beneficial for Operations Managers, who are responsible for overseeing the day-to-day operations of an organization. The course's emphasis on efficiency and effectiveness can also be helpful for Operations Managers in developing and implementing operational strategies that drive organizational success.

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Supply Chain Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some relevant knowledge for aspiring Supply Chain Managers. While the course focuses primarily on sales techniques and strategies, it also includes modules on strategic planning and inventory management. This knowledge can be beneficial for Supply Chain Managers, who are responsible for managing the flow of goods and services within an organization. The course's emphasis on problem-solving and communication skills can also be helpful for Supply Chain Managers in developing and implementing effective supply chain strategies.

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Quality Assurance Manager

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some helpful insights for aspiring Quality Assurance Managers. While the course focuses primarily on sales techniques and strategies, it also includes modules on process improvement and risk management. This knowledge can be beneficial for Quality Assurance Managers, who are responsible for ensuring the quality of products and services. The course's emphasis on problem-solving and data analysis can also be helpful for Quality Assurance Managers in developing and implementing effective quality assurance strategies.

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Data Analyst

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some helpful insights for aspiring Data Analysts. While the course focuses primarily on sales techniques and strategies, it also includes modules on data analysis and interpretation. This knowledge can be beneficial for Data Analysts, who are responsible for collecting, analyzing, and interpreting data. The course's emphasis on problem-solving and communication skills can also be helpful for Data Analysts in developing and implementing effective data analysis strategies.

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Financial Analyst

The Executivo de Vendas, Vendas Consultivas e Prospecção course may offer some helpful insights for aspiring Financial Analysts. While the course focuses primarily on sales techniques and strategies, it also includes modules on financial analysis and risk management. This knowledge can be beneficial for Financial Analysts, who are responsible for analyzing financial data and making investment recommendations. The course's emphasis on problem-solving and communication skills can also be helpful for Financial Analysts in developing and implementing effective financial analysis strategies.

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Reading list

We've selected 18 books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Executivo de Vendas, Vendas Consultivas e Prospecção.

INFLUENCIA - A PSICOLOGIA DA PERSUASAO

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Este livro abrangente analisa os princípios psicológicos da persuasão, fornecendo insights valiosos sobre como influenciar os clientes em potencial.

Executivo de Vendas, Vendas Consultivas e Prospecção

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