Models & Frameworks to Support Sales Planning from Coursera

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.

What's inside

Syllabus

Module 1 - Sales Management

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.

Module 2 - Selling Models and Frameworks

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.

module 3 - Soft Skills

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.

Module 4 - Strategic Sales Management In Action – the journey goes on

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.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Provides knowledge and skills vital to sales planning and management processes by applying models and frameworks

Focuses on sales management from a process management perspective, making it relevant for professionals seeking to improve their analytical competencies and skills

Taught by seasoned instructors with expertise in sales management, ensuring high-quality instruction

Includes application of models and frameworks to support sales planning and management

Develops a conceptual basis for sales planning and management, providing a solid foundation for learners

Emphasizes soft skills, which are essential for effective negotiation and customer communication

Reviews summary

Informative sales planning course

Learners say that this course provides relevant information on sales planning. It engages learners with interesting content and supplementary articles. Many students said that they enjoyed this course, and it was one of their favorites in the FIA program. However, some learners encountered technical difficulties with accessing article links and found some videos difficult to watch.

The course content is interesting and engaging.

"Very well done and structured!"

"I enjoyed this course the most,"

"Cesar Rodrigues parts were interesting and good, well concentrated and up to the point"

Some learners faced technical issues.

"some materials provided as links to article simply does not work"

"big part of the videos (especially with Nelson Yoshida and Samantha Mazzero) is a real PAIN to watch"

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 Models & Frameworks to Support Sales Planning with these activities:

Read 'The Sales Bible' by Jeffrey Gitomer

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Provides a comprehensive overview of sales techniques, strategies, and frameworks.

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Obtain a copy of the book
Read the book thoroughly
Take notes and highlight key concepts

Attend a Sales Management Webinar

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Provides insights into best practices and trends in sales management.

Browse courses on Sales Management

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Find a relevant sales management webinar
Attend the webinar and take notes

Practice Sales Call Simulations

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Enhances sales techniques and the ability to handle customer objections effectively.

Browse courses on Sales Techniques

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Identify common sales scenarios
Develop a script for each scenario
Practice the sales call simulations

Four other activities

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Conduct a Sales Pitch Role-Play

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Improves communication, negotiation, and presentation skills in a sales context.

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Prepare a sales pitch for a specific product or service
Find a partner to role-play with
Conduct the sales pitch role-play
Provide feedback to each other

Develop a Sales Plan for a New Product

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Provides hands-on experience in applying sales models and frameworks to a real-world scenario.

Browse courses on Sales Planning

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Define the product's target market and value proposition
Set sales goals and objectives
Develop a sales strategy and tactics
Create sales materials and tools
Implement and monitor the sales plan

Create a Presentation on Sales Forecasting Techniques

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Develops analytical skills and the ability to present complex information effectively.

Browse courses on Sales Forecasting

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Research different sales forecasting techniques
Choose a technique and gather data
Create a presentation that explains the technique and its results

Participate in a Sales Negotiation Workshop

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Develops negotiation skills and strategies for successful deal-making.

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Find a reputable sales negotiation workshop
Attend the workshop and participate in the exercises

Career center

Learners who complete Models & Frameworks to Support Sales Planning will develop knowledge and skills that may be useful to these careers:

Sales Consultant

Sales Consultants provide advice and guidance to businesses on how to improve their sales performance. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively provide advice and guidance to businesses on how to improve their sales performance. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Consultant

Sales Trainer

Sales Trainers are responsible for training and developing sales teams. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively train and develop sales teams. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Trainer

Sales Director

Sales Directors are responsible for developing and implementing sales strategies. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively develop and implement sales strategies. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Director

Sales Analyst

Sales Analysts collect and analyze data to provide insights to sales teams. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively collect and analyze data to provide insights to sales teams. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Analyst

Sales Executive

Sales Executives are responsible for selling products or services to customers. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively sell products or services to customers. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Executive

Sales Operations Manager

Sales Operations Managers are responsible for planning, implementing, and evaluating sales strategies and processes. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively plan and manage sales operations. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Operations Manager

Pricing Analyst

Pricing Analysts are responsible for developing and implementing pricing strategies. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração could be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively develop and implement pricing strategies. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Pricing Analyst

Product Manager

Product Managers are responsible for developing and managing products. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively develop and manage products. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Product Manager

Customer Success Manager

Customer Success Managers are responsible for ensuring that customers are satisfied with their products or services. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively ensure that customers are satisfied with their products or services. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Customer Success Manager

Account Manager

Account Managers are responsible for managing relationships with existing customers. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively manage customer relationships. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Account Manager

Marketing Manager

Marketing Managers are responsible for developing and executing marketing campaigns. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively develop and execute marketing campaigns. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Marketing Manager

Sales Engineer

Sales Engineers provide technical expertise to sales teams. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively support sales teams with technical expertise. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Engineer

Business Development Manager

Business Development Managers are responsible for identifying and developing new business opportunities. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively identify and develop new business opportunities. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Business Development Manager

Sales Manager

As a Sales Manager, you lead and motivate a team of sales professionals to achieve revenue targets. The Models & Frameworks to Support Sales Planning course from Fundação Instituto de Administração may be useful for this role, as it provides a conceptual approach to selling models and frameworks. This course can help you develop the analytical skills and competencies needed to effectively plan and manage sales activities. Additionally, the course covers topics such as sales management functions, selling models and frameworks, and soft skills, which are all essential for success in this role.

See salaries and explore the career path for Sales Manager