The course provides comprehensive sales knowledge—ranging from market and customer roles to digital strategies and leadership topics, and sales processes using SAP. In addition, business plans and budgets are developed from an economic perspective. Practice exercises deepen participants’ understanding of various production scenarios.
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Certificates: Key Account Manager" certificate
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Additional Certificates: Sales management" certificate
Original SAP user certificate
Certified Business Manager" certificate -
Examination: Praxisbezogene Projektarbeiten/Fallstudie
SAP-Anwenderzertifizierung UC_SD_S42023
Certified Business Manager:in -
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
Sales management
Strategy and digital marketing (approx. 4 days)
Foundation for sustainable sales management
Market analysis and trends: digitalization and USP
Customer centricity and customer journey
Channels and lead management: multichannel and omnichannel
Marketing-sales alignment
Collaboration between sales, marketing and customer success
Sales funnel and pipeline management
Digital tools and AI for market analysis and strategy
Sales performance and organization (approx. 5 days)
Efficient management and structuring of sales
Sales strategy 4.0
Organization and processes in sales
Territory and partner management
Controlling and KPIs
Data-driven sales and performance management
Sales forecasting and pipeline management
Forecast methods (bottom-up / top-down) and deal evaluation
CRM strategy and management of CRM systems
Customer management
AI-supported sales analyses and forecasts
AI for forecasting, lead scoring and sales management
Leadership and psychology in sales (approx. 4 days)
Core competencies for employee management and team dynamics
Leadership role and change in sales
Motivation and sales psychology
Employee development in sales
Feedback discussions and performance management in sales
Team dynamics and conflict management
Leading at a distance (remote leadership)
Personnel, negotiation and law (approx. 4 days)
Skills for recruiting, closing deals and legal security
Recruiting and onboarding in sales
Employee development and promotion
Consulting and solution sales
Negotiation and closing strategies
Presentation and communication
Sales law, GDPR and compliance
Project work (approx. 3 days)
To deepen the content learned
Presentation of the results
SAP User Sales and Distribution (SD) with additional qualification in Materials Management (MM)
S4H00 Overview of SAP S/4HANA (approx. 4 days)
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
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
Case study, certification preparation and SAP user certification 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)
Use of AI for brainstorming and structuring business models
AI-supported creation and revision of business plan components
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)
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
Use of AI to support market and competition analyses
Marketing (approx. 3 days)
Market analysis and market segmentation
Basics of market research
Instruments of the marketing mix
Advertising and supporting instruments
Use of AI to develop marketing ideas and address target groups
AI-supported creation of marketing content
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.
After completing the course, you’ll have mastered modern sales management—particularly sales leadership: You’ll analyze markets and customer segments, develop and manage data-driven sales strategies, lead your team, and utilize digital tools and AI. In addition, you’ll competently handle sales-related processes and round out your professional profile with SAP user certification. You’ll also learn how to create business plans for projects and companies from an economic perspective and apply the most important economic planning and marketing tools.
Specialists from sales, distribution and customer management as well as prospective managers who would like to take on sales responsibility in the future.
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).