Strategic Sales Management Final Project

Fundação Instituto de Administração via Coursera

Go to Course: https://www.coursera.org/learn/ssm-final-project

Introduction

### Course Review: Strategic Sales Management Final Project on Coursera #### Overview The "Strategic Sales Management Final Project" course is the culminating module of a comprehensive five-part specialization available on Coursera. This course invites participants to synthesize and apply the knowledge gained from the four preceding courses to develop a robust set of strategic sales guidelines. Built around a real-life business case, this course emphasizes the integration of strategy, marketing, and sales—making it an essential experience for anyone looking to excel in sales management. #### Course Structure & Syllabus Breakdown The course is divided into four informative modules, each focusing on critical aspects of strategic sales management: **Module 1 - Strategy & Sales** In this module, learners revisit the vital concepts from the first two courses while delving into a detailed business case specific to the printing and graphics industry. Students engage in a quiz designed to assess their understanding of the business context presented. The main learning outcome is to understand the practical application of sales strategies and frameworks in a real-world setting. **Module 2 - Effective Sales Planning Through Strategic Analysis** Transitioning from theoretical concepts to practical application, this module requires students to analyze the business case further and formulate actionable sales guidelines. By connecting these guidelines with the broader strategic objectives of the company, participants learn the depth of strategic analysis needed for effective sales planning. This module emphasizes critical thinking and strategic alignment, essential skills for any sales manager. **Module 3 - Sales Models, Frameworks, and Marketing Alignment** Here, the course shifts focus to the integration of various sales models and marketing strategies. By revisiting concepts from Courses 3 and 4, you’ll deepen your understanding of how sales and marketing intersect to drive business success. A quiz concludes this module, ensuring participants can link theoretical knowledge with practical applications in the provided business case. **Module 4 - Strategic Sales into Corporate Strategy** The final module allows learners to propose sales guidelines that align with corporate strategic plans, reinforcing insights gained from prior modules. Through this rigorous analysis, learners will connect their sales propositions with the overarching corporate objectives, culminating in a thorough understanding of how strategic sales initiatives contribute to overall business success. #### Learning Outcomes By the end of the course, participants will be able to: - Master the application of sales strategies in a real business context. - Develop actionable sales guidelines that tie into corporate strategy. - Analyze and evaluate business cases critically to inform sales planning. - Understand the dynamics between sales, marketing, and overarching business strategies. #### Recommendations The **Strategic Sales Management Final Project** is highly recommended for sales professionals, marketing specialists, and business leaders who are keen to explore strategic frameworks and sales methodologies. Here’s why: 1. **Practical Application**: The real-world case studies provide relevance, allowing learners to apply theoretical knowledge directly to business scenarios. 2. **Comprehensive Curriculum**: Covering critical topics from previous courses ensures that learners have a well-rounded understanding of strategic sales management. 3. **Skill Development**: This course emphasizes essential skills such as critical thinking, strategic analysis, and the ability to align sales efforts with corporate goals, which are crucial in today’s competitive market. 4. **Flexible Learning**: As part of Coursera’s online platform, the course accommodates busy professionals seeking to advance their education at their own pace. In conclusion, if you're looking to elevate your understanding of strategic sales management and apply it to real-life scenarios, the **Strategic Sales Management Final Project** is a must-take course. The insights gained will not only enhance your professional competencies but will also equip you with the tools needed to develop effective sales strategies that contribute to business growth and success.

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.