Subjects:

Workload

Commercial Mindset and Emotional Strategies in Sales

This course addresses the development of a strategic sales plan, focusing on building a sales mindset and applying emotional strategies that impact sales performance. Students will learn about Sales Enablement, the business model, and the importance of strategic thinking and planning. The course also differentiates between a Business Plan and a Joint Business Plan, emphasizing their relevance in the sales context. The course explores the consultative selling process, introducing the concept of being consultative and the "6As" of consultative selling: Analyze, Approach, Learn, Argue, Agree, and Follow Up. The goal is to prepare students to adopt a strategic and emotionally intelligent approach in their sales interactions.

30

Marketing from Offline to Digital applied to the consumer journey

This course aims to provide students with a comprehensive understanding of Digital Marketing practices and their application in the consumer journey. With the growth of online presence, it is crucial that students learn how to position their brands on the internet, implementing best practices and strategic actions to achieve significant results. The course covers everything from creating a company website to standardizing the brand on social media, focusing on techniques to increase reach and advertising strategies on Meta Group platforms. Furthermore, theories and models of consumer behavior will be explored, addressing the purchase decision-making process and the factors that influence consumer choices, providing an integrative and practical view of the consumer journey in the digital environment.

30

Ecommerce: Digital operations to build sales at scale

The course explores the growth of eCommerce and the impact of new technologies and consumer habits. The course focuses on the integration of the virtual world with reality, exploring the concept of “Phygital” and the importance of innovation in digital sales strategies. Best practices for collecting and analyzing data on customer behavior, improving the consumer experience, and increasing the scalability and profitability of digital operations will be discussed. Students will develop skills to implement technological solutions that enhance the customer journey, ensuring an efficient sales process aligned with current market expectations.

30

Wholesale and High Ticket Sales

The course explores the fundamental concepts of wholesale and retail management, addressing their life cycles, operations, and commercial strategies. We analyze the main characteristics and behaviors of consumers in physical and digital retail, as well as the challenges faced in the face of technological transformations and the advancement of e-commerce. Marketing and sales strategies for high-ticket products are planned, with an emphasis on guerrilla marketing, omnichannel strategies, and customer loyalty. The course also presents an overview of the retail and wholesale revolution in the digital age and post-NRF market trends, enabling students to develop innovative strategies to improve operations, enhance the customer experience, and contribute to the sustainable growth of businesses in the segment.

30

Marketing and Omnichannel Trade

The course covers the fundamentals of Trade Marketing and its importance for the commercial success of products and services at the point of sale, integrating omnichannel concepts to provide differentiated shopping experiences. Strategies for retail supply, pricing, store positioning, execution of promotional actions, merchandising and communication materials, as well as the integration of physical and digital channels are explored. Trends and challenges of modern retail will be addressed, with a focus on analyzing the customer experience in the omnichannel environment and making data-based decisions.

Customer Success: relationship and loyalty

This course explores the fundamentals of Customer Success (CS) as an essential strategy for customer retention and loyalty in the business environment. Key concepts of the customer journey, customer experience (CX), and long-term relationship strategies will be covered. The course also presents statistics and success indicators, CS implementation models, and technological tools for optimizing customer management. Furthermore, it discusses the creation of an external organizational culture focused on customer success and the application of intrapreneurship as a competitive differentiator.

30

Persuasive Negotiation: From Consultative Approach to Crisis Control

The course explores the fundamentals of negotiation as a strategic tool for commercial management, team leadership and conflict resolution. The main concepts, models and techniques of negotiation are attractive, from the consultative approach to crisis management. The course presents the profile of the Brazilian negotiator, the main challenges and barriers to negotiation, in addition to the structured process for strategic negotiations. Win-win negotiation strategies, negotiation planning and preparation, as well as essential sales techniques, including prospecting, closing and objection handling, will be presented. The course also delves into conflict management, its sources and approaches, providing students with skills to diagnose, mediate and resolve commercial disputes efficiently.

30

Business Supply Chain

This course addresses how strategic supply chain management can be used to boost sales, optimize commercial costs, and strengthen a company's competitive positioning, focusing on data-driven decisions derived from logistics operations, cross-functional integration, and customer experience (the interface between logistics and marketing). It will highlight SCM as a driver of competitive advantage: logistical efficiency impacts prices, deadlines, and customer value perception, discussing SCM-Sales Integration: S&OP (Sales and Operations Planning) to align production, inventory, and sales targets. It will apply the use of Information Technology in logistics optimization, under the Industry 4.0 logistics framework, to the customization of logistics services for customer service.

30

Strategic Pricing in Competitive Environments

The course addresses the role of commercial policy in strategic business management, focusing on the application of technologies for the development of digital ventures and the digital transformation of the commercial sector. Concepts of Business Strategy and Sales Analysis will be explored, analyzing their impact on the planning, implementation, launch, management and governance of commercial strategies. In addition, the course examines the relationship between technological innovation, market intelligence and competitiveness, enabling students to make decisions based on data and market trends.

30

Innovative Project Management and Agile Methods

The Innovative Project Management and Agile Methods module equips students to lead projects focused on innovation and efficiency, using agile methodologies to drive adaptability and concrete results. In addition to differentiating traditional projects from innovative ones, the course explores frameworks such as Scrum and Kanban, applying them to process optimization, improved team collaboration, and increased value delivery.

Another key point is the connection between agile management and strategic planning, ensuring that projects are aligned with organizational objectives. To this end, we will address the use of OKRs (Objectives and Key Results) and how to structure innovation projects without losing sight of clear and measurable goals. We will also discuss tools such as Jira and Trello, as well as the impact of agile leadership on building a results-oriented organizational culture. Through case studies, simulations, and practical challenges, students will learn to integrate project management, innovation, and strategy, developing the ability to lead initiatives that combine flexibility, high performance, and strategic alignment.

30

Commercial Policy applied to Business Management

The course addresses the role of commercial policy in strategic business management, focusing on the application of technologies for the development of digital ventures and the digital transformation of the commercial sector. Concepts of Business Strategy and Sales Analysis will be explored, analyzing their impact on the planning, implementation, launch, management and governance of commercial strategies. In addition, the course examines the relationship between technological innovation, market intelligence and competitiveness, enabling students to make decisions based on data and market trends.

30

Digital Transformation: Artificial Intelligence applied to Sales

The course explores the application of Artificial Intelligence in the commercial sector, focusing on Prompt Engineering and the strategic use of Generative AI to optimize sales, negotiation, and customer service. Essential concepts of AI, process automation, and personalization of the consumer experience will be covered. The course presents techniques for creating effective commands, using tools such as ChatGPT, Gemini, and Copilot, as well as applications in predictive analysis and customer segmentation. Students will develop skills to integrate AI into their commercial strategies, boosting results and improving decision-making in the digital environment. The course does not require prior programming knowledge and is aimed at professionals in the commercial area who wish to use Generative Artificial Intelligence and Prompt Engineering to optimize sales, negotiation, and customer service processes, making technology a strategic differentiator in their operations.

30

TOTAL

  360 hours