Models & Frameworks to Support Sales Planning
- 4.4
-
![]()
![]()
![]()
![]()
Approx. 22 hours to complete
Course Summary
Learn how to effectively plan and support sales with the help of models and frameworks in this course. Gain insights on important sales planning concepts, techniques, and tools.Key Learning Points
- Understand the key elements of sales planning
- Learn to use models and frameworks to support sales planning
- Explore techniques and tools to optimize sales execution
Job Positions & Salaries of people who have taken this course might have
- Sales Planner
- USA: $70,000 - $100,000
- India: ₹8,00,000 - ₹12,00,000
- Spain: €35,000 - €50,000
- Sales Analyst
- USA: $60,000 - $85,000
- India: ₹6,00,000 - ₹10,00,000
- Spain: €25,000 - €40,000
- Sales Operations Manager
- USA: $90,000 - $130,000
- India: ₹12,00,000 - ₹18,00,000
- Spain: €45,000 - €70,000
Related Topics for further study
Learning Outcomes
- Develop effective sales planning strategies
- Apply models and frameworks to support sales planning
- Implement tools and techniques to optimize sales execution
Prerequisites or good to have knowledge before taking this course
- Basic understanding of sales and marketing concepts
- Familiarity with Microsoft Excel
Course Difficulty Level
IntermediateCourse Format
- Self-paced
- Online
- Video lectures
Similar Courses
- Sales Management
- Marketing Analytics
- Digital Marketing
Related Education Paths
Notable People in This Field
- Jill Konrath
- Anthony Iannarino
Related Books
Description
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.
Outline
- Module 1 - Sales Management
- Video 0 - Introduction to Course 3
- Video 1 - Planning your sales: Operational variables
- Video 1 - Key Account Management: Structuring Sales to Manage Special Customers - Part 1
- Video 2 - Key Account Management: Structuring Sales to Manage Special Customers - Part 2
- Video 1 - The Leadership Role in Sales
- Video 1 - The Strategizer: Episode 10
- Video 1 - Resource Allocation
- Video 1 - Performance Management
- Video 1 - Post-sales Framework
- Video 2 - Closing Module 1: Sales Management
- Planning your sales: Operational variables
- How to Succeed at Key Account Management
- Account Management - Art or Science? - Jonathan Byrnes. Harvard Business School
- The Flaw in Customer Lifetime Value
- Key Account Management
- The 7 Attributes of the Most Effective Sales Leaders
- Looking beyond technology to drive sales operations
- Getting more from your training programs
- BCG Classics Revisited: The Growth Share Matrix
- Selling Power Magazine - 500 Largest Sales Forces in 2016.
- The Ultimate Guide to Sales Metrics: What to Track, How to Track It & Why
- Infographic: Customer acquisition vs. retention costs
- Relationship Selling May Feel Good But It Doesn’t Really Work
- Selling is not about relationships
- Practice quiz: Sales Operational Variables: Sales Force, Territories, Customers, Accounts
- Practice quiz: Key Account Management
- Practice quiz: Leadership in sales
- Practice quiz: Sales training
- Practice quiz: Resource allocation in sales
- Practice quiz: Performance management
- Graded quiz: Sales Management
- Module 2 - Selling Models and Frameworks
- Video 1 - Consultative Selling Model
- Video 1 - Customer Centric Model
- Video 1 - PSS Model (Professional Selling Skills)
- Video 2: PSS – Presentation & Objections handling
- Video 3 - PSS - Closing
- Video 1 - Relationship Selling Model
- Video 1 - SPIN Selling P1
- Video 2 - SPIN Selling P2
- Video 1 -The three stages of a Sales call
- Video 1 - Conceptual Selling - Miller-Heiman Model
- Video 2 - Closing Module 2: Selling Models and Frameworks
- Developing Loyal Customers With a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople
- Customer-Centric Model
- Professional Selling Skills | PSS - Xerox Proprietary Selling Model: Brief Notes and Examples on Key PSS Concepts
- Who Duplicates Success Better Than Xerox?
- 5 Amazing Ways to Build Rapport During B2B Sales Calls
- Three Basic Ways to Build Rapport with Customers - Selling Power Magazine Editors
- Spin Selling - A Summary. Selling & Persuasion Techniques.
- If you are not SPIN selling is time to start.
- Help for your pre-call prep - Heather Baldwin. Selling Power Magazine.
- Analysis leads to action - Malcom Fleschner. Selling Power Magazine.
- 7 Popular Sales Methodologies Summarized
- Reviewing Basics of Conceptual Selling
- Practice quiz: Consultative Selling Model
- Practice quiz: Professional Selling Model - PSS
- Practice quiz: Relationship Selling Model
- Practice quiz: SPIN Selling
- Practice quiz: The 3 Stages of a Sales Call
- Assignment quiz: Selling Models and Frameworks
- module 3 - Soft Skills
- Video 1 - Cognitive Bias and communications
- Video 2 - Influence and Sales
- Video 3 - Body Language
- Video 4 - NLP Topics
- Video 1 - Physiological variables and how thay affect Sales
- Video 2 - Psychological variables and how they affect Sales
- Video 1 - Customer Engagement
- Video 1 - The Strategizer: Episode 11 - Interview with Flávia Muraro
- Video 1 - Sales Closing
- Video 2 - Closing Module 3: Soft Skills
- Cognitive Bias and communication
- Influence and Sales
- Body Language
- NLP Topics
- Physiological variables and how they affect Sales
- Psychological variables and how they affect Sales
- B2Bs' Customer Base at Risk
- Top five sales negotiations mistakes
- Close the Sale: Techniques
- Why sales reps talk too much
- Practice quiz: Communications
- Practice quiz: Physiological & Psychological Aspects
- Practice quiz: Customer Engagement
- Practice quiz: Negotitation
- Graded quiz: Soft Skills
- Module 4 - Strategic Sales Management In Action – the journey goes on
- Video 1 - Course 3: Assignment developing process
- Video 2 - Course 3: Assignment developing process
Summary of User Reviews
Learn about the models and frameworks that support sales planning with this Coursera course. Users have rated this course highly and appreciated its practical approach to sales planning. However, some users have found the content to be too basic.Key Aspect Users Liked About This Course
practical approach to sales planningPros from User Reviews
- Practical and applicable content
- Great for beginners
- Well-structured course
- Good instructor engagement
- Useful assignments and quizzes
Cons from User Reviews
- Content may be too basic for experienced sales professionals
- Limited interaction with other students
- Some technical issues with the platform
- Not enough emphasis on real-world examples
- Some sections may be repetitive
Nelson Yoshida
4.4 Raiting
Business Fundamentals: Business Strategy 2 Business Plan
- 4.5
-
![]()
![]()
![]()
![]()
![]()
Business Fundamentals of Business Strategy, combining MBA level Business plan writing for CEOs and Entrepreneurs Everything you need is here teaching you Business Plan writing with our detailed template....
Supply Chains for Manufacturing: Capacity Analytics
- 0.0
-
![]()
![]()
![]()
![]()
![]()
Learn about various models, methods and software tools to help make better decisions for system design in manufacturing systems and supply chains....
Teaching & Learning in the Diverse Classroom
- 0.0
-
![]()
![]()
![]()
![]()
![]()
Through real stories, reflection, and key research, learn how to create and sustain inclusive, student-centered learning environments. U. S. You will explore:...
Strategic Sales Management Final Project
- 0.0
-
![]()
![]()
![]()
![]()
![]()
Welcome to Course 5 – Strategic Sales Management Final Project. The case is adapted from a real-life experience. Module 1 - Strategy & Sales...
