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.

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.

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.