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Certificates: Certificate "Personnel Officer for Sales"
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Additional Certificates: Certificate "Personnel and organizational developer with TÜV Rheinland certified qualification"
Sales management" certificate
Certificate "Labor Law" -
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: 12 Weeks
Personnel and organizational developer
Basics (approx. 5 days)
Introduction
Definitions and technical terms
The challenge of change, internal and external view
Developments and trends, Gen X, Y, Z
Learning and learning situations, supervision
Change and change communication
Value orientation as a corporate culture
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
Team development (approx. 3 days)
Traditional and agile team development
From team to ensemble
Competence profiles and diagnosis
Motivations and sustainability concepts
Change and innovation (approx. 2 days)
New Work - a challenge
Competencies - factors critical to success
Agile learning, design thinking
Change and innovation process
communication
Knowledge management (approx. 1 day)
Knowledge acquisition and storage
Knowledge application and distribution
Evaluation of knowledge management systems
Strategic personnel development (approx. 3 days)
Game theory, gamification elements in the learning context
Development stages and target measurements
Performance management
Differentiation between further education and training forms
Controlling
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)
Sales management
Strategy and digital marketing (approx. 3 days)
Foundation for sustainable sales management
Market analysis and trends: agile markets, digitalization and USP development
Customer centricity: customer orientation, customer journey and loyalty
Channels and lead management: multichannel, omnichannel and lead generation
Marketing-sales alignment: optimized cooperation
Artificial intelligence (AI) in the work process
AI in sales: strategic potential and implementation
Presentation of specific AI technologies
and possible applications in the professional environment
Sales performance and organization (approx. 4 days)
Efficient management and structuring of sales
Sales strategy 4.0: adapting to digital requirements
Organization and processes: Efficient structures and interface management
Territory and partner management: Planning and developing territories and networks
Controlling and KPIs: Data-based management and forecasting
CRM strategy: customer relationship management for loyalty
Leadership and psychology in sales (approx. 5 days)
Core competencies for empathic leadership and team dynamics
Leadership role and change: transformation, expectations and authentic leadership
Emotional leadership: sales psychology, motivation and listening
Employee development and promotion: individual needs, challenges and potential (approx. 2 days)
Leadership models: concepts for loyal teams and corporate culture
Team dynamics and conflicts: dealing with low performers, crisis management
Leading at a distance: remote leadership
Personnel, negotiation and law (approx. 3 days)
Skills for recruitment, contracts and legal security
Recruiting and development: employee selection, onboarding and talent development
Consulting and sales: solution selling, needs analysis and value argumentation
Negotiation and closing: advanced strategies and techniques
Presentation and communication: Confident appearance as a manager
Sales law: drafting contracts, GDPR and compliance
Project work (approx. 3 days)
To deepen the content learned
Presentation of the results
Labor law
Forms of employment (approx. 2 days)
Fixed-term and permanent employment relationships
Part-time models and legal entitlement
Marginal employment
Vocational training
Labor and collective agreement (approx. 2 days)
Recruitment of employees
Drafting the employment contract
AGB control of employment contracts
Collective bargaining agreement and works agreement
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
Employee and employer obligations (approx. 3.5 days)
Obligations of employees and employers
Breach of duty by employees
Right to issue instructions
Company integration management (BEM)
Target agreements
Liability in employment law
Data protection
Warning and dismissal (approx. 2.5 days)
Warnings
Reasons for termination
Types of termination
Time limits
Termination/settlement agreement
Protection against dismissal
Dismissal protection process and references
Works constitution law (approx. 2 days)
Election of the works council
Organization of the works council
Works meeting
Works agreement
Rights of the employees
AGG: Job advertisements and application procedures (approx. 3 days)
Introduction to the AGG
Diversity management
Data protection-compliant handling of application documents
Job advertisements
Conducting job interviews in a legally correct manner
Parental leave, maternity leave, care leave and vacation (approx. 3 days)
Project work (approx. 2 days)
To consolidate the content learned
Presentation of the project results
Changes are possible. The course content is updated regularly.
In this course, you will learn how personnel and organizational development, competence building and agile methods strengthen cooperation and structures in the company. You will learn how to design development strategies, use suitable tools, introduce changes and evaluate their success. You will also gain insights into change, innovation and knowledge management. You will also develop practical sales strategies, implement them operationally, define key performance indicators and coach your team in a targeted manner. Your profile will be rounded off with knowledge of employment law - from contracts and rights and obligations to works constitution law.
Employees and prospective managers from all areas who will work in sales management in the future and face the new entrepreneurial challenges of personnel and organizational development.
In the area of personnel and organizational development, you will be responsible for the conception, organization and monitoring of measures and projects in order to continuously improve the qualifications of your company's employees. You will also support organizational development and change management processes and projects. Specialists who are familiar with such development processes and can bring them into the company are in demand across all industries and are employed by large and medium-sized companies as well as agencies.
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).