Strategic Sales Management Specialization

Price: Free

Date: On request

Type: e-learning

Category: Sales/service management

Language: English

Location: Online

Training Description:

This Specialization is intended for sales professionals who seek to improve their sales planning and management competencies and skills. Through five courses, you will cover Effective Sales overview, Sales Strategy, Models and Frameworks to Support Sales Planning, Sales & Marketing Alignment, and you will develop a Final Project.

By the end of this specialization, you'll have improved your knowledge, competencies, and skills regarding the sales planning process. And you will be able to apply the concepts integrating the sales planning process to the strategy of the company, by bridging the gap between strategy and sales.

The potential for value creation through the sales functions will be increased at the end of the Specialization.


Created by:

Fundação Instituto de Administração


5 courses

Follow the suggested order or choose your own.



Designed to help you practice and apply the skills you learn.



Highlight your new skills on your resume or LinkedIn.

Projects Overview

Learners will develop a final project, which comprises the development of sales plan guidelines, based on an analysis of a business case.

The business case will bring a sales planning challenge, which is an adaptation of a real-life case. Learners will apply the concepts, models, and frameworks discussed in the Specialization to develop a proposition of sales plan guidelines, which may support a sales plan development.

Additional information


Effective Sales – An Overview

Commitment. 4 weeks, 3-5 hours per week.

Subtitles. English, Vietnamese

About the Course

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



Sales Strategy

Commitment: 4 weeks, 2-4 hours per week.

Subtitles: English

About the Course

Welcome to Course 2 - Sales Strategy - This course is designed to discuss the application of intelligence analysis in the sales planning process. And this approach contributes to integrating the sales planning process into the corporate strateg



Models & Frameworks to Support Sales Planning

Commitment: 4 weeks to finish the Course | 2.2 to 4.0 hours/week

Subtitles: English

About the Course

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



Sales & Marketing Alignment

Commitment: 4 weeks, 3 to 5 hours per week

Subtitles: English

About the Course

Welcome to Course 4 – Sales & Marketing Alignment. This course focus on what is considered by most academics and practitioners as the biggest challenge that sales professionals have to face. As we discussed in Course 1 – Effective Sales, strat



Strategic Sales Management Final Project

Commitment: 4 weeks, 3 to 5 hours per week

Subtitles: English

About the Course

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


Edson Ito

Edson Ito

Specialist Professor

Cesar Rodrigues

Cesar Rodrigues

Specialist Professor

Nelson Yoshida

Nelson Yoshida

Ph.D., MBA, B.Eng.

Samantha Mazzero

Samantha Mazzero

MSc, MBA, BS Math


Registration deadline: 18 November 2019

To participate in this training, you can Enroll Now

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Training Center Details

Type: Other

Number of Employees: 500-1500

About company:

Every course on Coursera is taught by top instructors from the world’s best universities and educational institutions. Courses include recorded video lectures, auto-graded and peer-reviewed assignments, and community discussion forums. When you complete a course, you’ll receive a sharable electronic Course Certificate.


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