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Certificates: Key Account Manager" certificate
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Additional Certificates: Certificate "Digital sales and distribution management"
Original SAP user certificate
Certified Business Manager" certificate -
Examination: Practical project work with final presentations
SAP user certification UC_SD_S42023
Certified Business Manager -
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: 16 Weeks
Digital distribution and sales management
Basics of sales (approx. 1.5 days)
Sales strategies
Sales organization and structures
Development of a sales concept
Forms of distribution
Sales management and processes
Principles for negotiations
Negotiation phases
Roles and tasks in sales (sales staff and management)
Successful selling (approx. 2 days)
Psychology of sales
Obtaining and analyzing customer data
Analysis of customer needs
Target groups/buyer types
Sales talks and presentations
Sales conception
Conducting price negotiations
Closing the sale
Offer follow-up - Follow ups
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
Customer Contact (approx. 5 days)
New customer acquisition, customer acquisition, customer acquisition and expansion
Analyzing buying motives
Benefit argumentation
Direct customer contact - customer first
Key account management
Complaint management
Existing customer care
Lead management
Sales Funnel
Customer Experience (CX)
Digitalization in sales (approx. 3 days)
CRM and CRM systems
Sales technologies
Digital sales channels
Success factors in e-business
Digital products, digital services, digital business models
Digital customer interfaces (customer journey map)
Strategic marketing in distribution and sales (approx. 2 days)
Customer centricity
Competitive orientation (USP - Unique Selling Proposition)
Situation analysis with SWOT
Internal and external analysis
Analysis of buyer behavior
Marketing research and forecasting
Market definition and segmentation
Target formulation, target groups
Market selection strategies, market participant strategies
Marketing mix
Sales controlling (approx. 2 days)
Objectives, tasks and instruments of sales controlling
Sales controlling
Distribution law (approx. 1.5 days)
Competition and trademark law
General terms and conditions (AGB)
Commercial agency law
Project work (approx. 3 days)
To consolidate the content learned
Presentation of the project results
Sales and Distribution (SD) user with additional qualification in Materials Management (MM) with SAP S/4HANA
S4H00 SAP S/4HANA Overview (approx. 4 days)
Overview of SAP S/4HANA
Navigation, SAP Fiori, SAP Business Client, SAP Logon
System-wide concepts with organizational units, master data and transactions
Overview of financial accounting and logistics modules, mapping of the respective processes in SAP
Reporting, system structure and migration
SAP service offerings
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
S4500 Business Processes Sourcing and Procurement (approx. 8 days)
Overview and navigation
Processes and corporate structure in procurement
Procurement process
Procurement master data
Stock material compared to consumables
Request via self-service
Extended transactions in procurement
Automated procurement process
Evaluations and analyses
S4600 Business Processes in Sales (approx. 8 days)
Navigation with Fiori
Company structures
Sales processes at a glance
Master data
Automatic data determination and scheduling
Availability check
Collective processing
Further processes in Sales
Complaints processing
Monitoring and sales analyses
S4605 Sales Processes in Sales (approx. 10 days)
Introduction to
Corporate structures in sales
Order processing
Control of sales documents
Data flow
Special business transactions
Incompleteness
Partner functions in sales
Outline agreements
Material substitution, listing and exclusion
Discount in kind
Sales workshop
S4610 Delivery processes (approx. 4 days)
Idea and function of the delivery document
Basic organizational units for the delivery process
Control of the delivery
Goods issue process based on the outbound delivery
Processes and functions based on the outbound delivery
Project work/case study, certification preparation and SAP user certification for sales (approx. 6 days)
Management and corporate planning
Management (approx. 1 day)
Hierarchy levels
Management methods
Planning horizons
Management functions
Management control loop
Management instruments
Objectives, methods and instruments of business plan preparation (approx. 3 days)
Basics of business plan preparation
Analysis and planning tools (SWOT analysis, scenario analysis, portfolio analysis, creativity techniques)
Contract law (approx. 1 day)
Declarations of intent
Warranty and guarantee
Types of contract and their disruptions
Law on contractual defects (subsequent performance, withdrawal, purchase price reduction, compensation)
General terms and conditions (AGB)
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
Commercial and company law (approx. 1 day)
Types of merchants
company forms
Commercial practices
Special features of commercial law
Commercial register and publicity
Introduction to insolvency law
Project planning (approx. 0.5 days)
basics
Resource planning
Planning steps
Errors in project planning
Environment analysis (approx. 0.5 days)
Company analysis
Industry analysis
Location analysis
Competition analysis
Marketing (approx. 3 days)
Market analysis and market segmentation
Basics of market research
Instruments of the marketing mix
Advertising and supporting instruments
Financial planning (approx. 1 day)
Overview of
Instruments
Planning investment calculation (approx. 2 days)
Basics
Investment calculation methods
Limits and problems of capital budgeting methods
Key figures
Financial planning (approx. 1 day)
Basics
Equity and debt financing
External and internal financing
Key figures
Controlling (approx. 1 day)
Tasks and objectives of controlling
Areas of controlling
Controlling instruments
Project work, certification preparation and certification examination (approx. 5 days)
Changes are possible. The course content is updated regularly.
You are familiar with various sales and distribution strategies and can apply these in discussions with customers in order to retain existing customers and acquire new ones. You also handle sales-related processes competently and round off your professional profile with SAP user certification. You also know how to draw up business plans for projects and companies from an economic perspective and apply the most important economic planning and marketing tools.
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.
This course qualifies you for a career in sales or distribution and therefore for positions in all companies with a sales department.
In addition, you will acquire the globally standardized and recognized SAP certificate. It is considered one of the most important manufacturer certifications in the commercial sector. With your newly acquired knowledge and skills, you will improve your career opportunities across all sectors.
Training partner of SAP® Germany
In cooperation with the SAP training partner alfatraining Bildungszentrum GmbH, we will qualify you for a job in industry and business.
You are directly connected to the SAP® Germany servers and learn on the original SAP® training system (IDES) in the latest version. This gives you the necessary practical experience during the course.
All SAP user courses also conclude with the original SAP certification. Our SAP instructors are qualified SAP consultants who will provide you with intensive support and prepare you optimally for the certification exam.
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 teaching 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).