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Certificates: Certificate "Sales management and personnel and organizational developer"
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Additional Certificates: Sales management" certificate
Certificate "Personnel and organizational developer with TÜV Rheinland certified qualification" -
Examination: Praxisbezogene Projektarbeiten mit Abschlusspräsentationen
Personal- und Organisationsentwickler:in mit TÜV Rheinland geprüfter Qualifikation -
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: 8 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
Personnel and organizational developer with TÜV Rheinland-certified qualification
Basics (approx. 5 days)
Introduction to personnel and organizational development
Definitions and technical terms
The challenge of change (internal and external view)
Developments and trends
Learning and learning situations (e.g. supervision, blended learning)
Change and change communication
Value orientation as a corporate culture
Resilience and psychological safety
AI competence (AI literacy): Data protection and copyright in the HR context
Team development (approx. 3 days)
Traditional and agile team development
From team to ensemble
Competence profiles and diagnosis
Motivations and sustainability concepts
Intercultural teamwork and conflict competence
Change and innovation (approx. 2 days)
New Work - a challenge (hybrid work design, employee experience)
Competencies - factors critical to success
Agile learning, design thinking
Change and innovation process
AI-supported communication
Knowledge management (approx. 1 day)
Knowledge acquisition and storage
Knowledge application and distribution
Evaluation of knowledge management systems
AI-supported knowledge management (FAQ bots)
Strategic personnel development (approx. 3 days)
Gamification elements in the learning context
Development stages and target measurements
Performance management
Differentiation between further education and training forms
Controlling
Use of AI in PD: needs analyses, personalized learning paths, content creation
Practical workshop (approx. 2 days)
Best Practice
Development of company trainings
Measuring success
Project work, certification preparation and certification exam "Personnel and organizational developer with TÜV Rheinland certified qualification" (approx. 4 days)
Changes are possible, the course content is updated regularly.
After completing the course, you will be familiar with markets and customer groups, develop suitable sales strategies and implement them operationally. You will define key figures, manage sales processes based on data and lead your team. You will use digital systems and AI-supported analysis tools to plan and optimize sales performance. You will master the basics of modern sales management - from strategy and organization to team leadership, negotiations and customer contact.
You will also understand how HR and organizational development, skills development and agile formats influence structures and collaboration. You will be able to develop HR/OE strategies, introduce changes and evaluate their success. You will also have basic knowledge of change, innovation and knowledge management - including AI-supported working methods.
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.
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).