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Certificates: Goethe-Test PRO" certificate
Certificate "Digital sales and distribution management" -
Examination: Praxisbezogene Projektarbeiten mit Abschlusspräsentationen
Goethe-Test PRO -
Teaching Times: Full-timeMonday to Friday from 8:30 a.m. to 3:35 p.m. (in weeks with public holidays from 8:30 a.m. to 5:10 p.m.)
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Language of Instruction: German
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Duration: 12 Weeks
Job-related German language support for the commercial and technical sector
Job-related language skills in the work context (approx. 1 day)
Repetition of important grammatical structures for professional communication
Application of complex linguistic structures in a professional context
Reading and understanding work-related texts, global and selective reading comprehension
Understanding work instructions, conversations and meetings
Correspondence in a professional environment (approx. 2 days)
Layout and design of professional letters
Contemporary salutations and letter introductions
Writing customer-oriented letters and emails
AI-supported formulation aids for emails and letters
Reporting in the company
Creating cover letters in accordance with DIN 5008
Artificial intelligence (AI) in professional communication (approx. 1 day)
Overview of AI tools in the professional working environment
Support for professional correspondence through AI
Creation and optimization of professional texts with AI
Opportunities and limitations of AI in everyday working life
Professional field of communication management (approx. 3 days)
Communication in the company
Forms of communication in teams
Meetings and presentations
Conflict management
Conducting appraisal interviews
Conducting job interviews
Sales and consultation meetings
Writing offers
Trade fairs and product presentations
Processing complaints
Business career field (approx. 6 days)
Fundamentals of human resources, management and labor law
Fundamentals of finance and controlling
Structure and content of payroll accounting
Understanding and describing evaluations, diagrams and statistics
Professional field of marketing (approx. 6 days)
Basics of advertising
Market analysis and market research
Online marketing and e-commerce
Marketing communication
Use of AI in the creation of marketing texts
Business processes (approx. 7 days)
Restructuring and process management
Process changes in the company
Digital transformation
Energy management and environmental protection in the company
Project management
Occupational field logistics and trade (approx. 8 days)
Production and
Purchasing and procurement
Delivery and transportation
Retail trade
Project work, certification preparation and certification exam "Goethe-Test PRO" (approx. 6 days)
Digital distribution and sales management
Digital market strategies, customer journey and AI (approx. 5 days)
Fundamentals and future fields in digital sales
Trends in digital sales: platform economics, social commerce, omnichannel sales
Market analysis and competition: market positioning (USP), SWOT and buyer behavior
Target group analysis and persona development
Customer centricity and customer journey mapping
Digital sales strategies and sales channels
Use of digital tools for market analysis and competition monitoring
Support for research, idea development and strategy work using AI-supported tools
Successful selling and customer relationships (approx. 4 days)
Practical skills for the digital sales process
Structure and phases of the digital sales process
Sales psychology: needs analysis and buying motives
Conducting conversations in digital sales situations
Social selling and digital relationship management
Digital tools for preparing sales meetings and presentations
AI-supported analysis of customer needs and meeting preparation
New customer acquisition and acquisition - existing customer care (approx. 4 days)
Digital strategies for acquiring new customers
Inbound and outbound sales approaches
Lead generation and lead qualification
Sales funnel and pipeline management
AI-supported lead analysis and prioritization of sales opportunities
Key account management and strategic customer development
Sales pitches: structure, presentation and argumentation
Benefit argumentation and value selling
Differentiating features in competition
Conducting negotiations: principles, phases and price negotiations
Closing the sale and follow-up in digital sales
Customer experience (CX) & complaint management
CRM systems: use for customer management and care
Digital systems for sales automation and customer analysis
Sales controlling and law (approx. 4 days)
Success measurement and performance in sales
Sales controlling: objectives, tasks and instruments of sales controlling
Key figures and evaluation of sales data
Digital systems for reporting and forecasting
AI-supported sales forecasts and data analyses
Competition, trademark and commercial agency law
Drafting contracts: general terms and conditions (GTC) and relevant contractual elements
EU product safety regulation: General Product Safety Regulation (GPSR)
Data protection in digital sales (GDPR)
Project work (approx. 3 days)
To consolidate the content learned
Presentation of the project results
Changes are possible, the course content is updated regularly.
The course provides you with the necessary know-how for employment as a commercial and technical specialist, including job-related German language training, in order to achieve successful integration into the German labor market.
You will also be able to plan and implement digital sales processes in a targeted manner. You will develop data-based sales strategies along the customer journey and use modern digital sales instruments and AI-supported tools in a targeted manner. You will also master sales psychology, conversation management and customer loyalty. You will use CRM systems, sales automation and controlling to analyze and optimize your sales results.
This course is suitable for anyone who wants to gain a professional foothold in sales and distribution. The course is also suitable for lateral entrants, e.g. from technical professions.
The course is also aimed at specialists from the commercial and technical fields, taking into account an integrative component.
This course qualifies you for a career in sales or distribution and therefore for positions in all companies with a sales department.
The course also provides you with work-related German language support to enable you to write business correspondence in accordance with current regulations and to communicate confidently both internally and externally. The informative Goethe-Test PRO will give you a detailed insight into the language skills you have acquired, making it easier for you to enter and advance in your career.
Your meaningful certificate provides a detailed insight into the qualifications you have acquired and improves your career prospects.
Didactic concept
Your lecturers are highly qualified both professionally and didactically and will teach you from the first to the last day (no self-study system).
You will learn in effective small groups. The courses usually consist of 6 to 25 participants. The general lessons are supplemented by numerous practical exercises in all course modules. The practice phase is an important part of the course, as it is during this time that you process what you have just learned and gain confidence and routine in its application. The final section of the course involves a project, a case study or a final exam.
Virtual classroom alfaview®
Lessons take place using modern alfaview® video technology - either from the comfort of your own home or at our premises at Bildungszentrum. The entire course can see each other face-to-face via alfaview®, communicate with each other in lip-sync voice quality and work on joint projects. Of course, you can also see and talk to your connected trainers live at any time and you will be taught by your lecturers in real time for the entire duration of the course. The lessons are not e-learning, but real live face-to-face lessons via video technology.
The courses at alfatraining are funded by Agentur für Arbeit and are certified in accordance with the AZAV approval regulation. When submitting a Bildungsgutscheinor Aktivierungs- und Vermittlungsgutschein, the entire course costs are usually covered by your funding body.
Funding is also possible via Europäischen Sozialfonds (ESF), Deutsche Rentenversicherung (DRV) or regional funding programs. As a regular soldier, you have the option of attending further training courses via Berufsförderungsdienst (BFD). Companies can also have their employees qualified via funding from Agentur für Arbeit (Qualifizierungschancengesetz).