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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 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)
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
Labor law
Forms of employment (approx. 2 days)
Fixed-term and permanent employment relationships
Part-time models and legal entitlement
Marginal employment
Vocational training
Employment and collective agreement (approx. 2 days)
Recruitment and conclusion of contract
Drafting the employment contract
AGB control of employment contracts
Evidence Act (obligations, deadlines, written form)
Collective bargaining agreement and works agreement
Artificial intelligence (AI) in the work process - legally compliant application (approx. 1 day)
Presentation of specific AI technologies
Possible applications in employment law (relevance for HR processes, documentation/risk issues)
AGG: Job advertisements and application procedures (approx. 2.5 days)
Introduction to the AGG
Diversity management
Data protection compliant handling of applications
Pay transparency (requirements for job advertisements, rights to information, etc.)
Analyzing job advertisements
Conducting job interviews in a legally correct manner
Employee and employer obligations (approx. 3 days)
Obligations of employees and employers
Working hours, wages and salary
Remote work/home office agreements
Right of direction
Company integration management (BEM)
Target agreements
Liability in employment law
Data protection in the employment relationship
Whistleblower Protection Act (HinSchG)
Types and characteristics of employment references
Works constitution law (approx. 2.5 days)
What does the BetrVG regulate?
Tasks and information rights of the works council
Co-determination and participation rights
Election and organization of the works council
Works meeting
Works agreement
Statutory leave and protection rights in the employment relationship (approx. 3 days)
Parental leave
maternity leave
Nursing leave
vacation
Warning and termination (approx. 2 days)
Warnings (function, form, effectiveness)
Reasons for termination
Types of termination and notice periods
Termination/settlement agreement
Protection against dismissal
Project work (approx. 2 days)
To consolidate the content learned
Presentation of the project results
Changes are possible, the course content is updated regularly.
After the course, you will know how personnel and organizational development, competence building and agile methods strengthen cooperation and structures in the company. You will be able to design development strategies, use suitable tools, introduce changes and evaluate their success. You will also have insights into change, innovation and knowledge management. You will also be able to introduce and implement practical sales strategies, 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 to rights and obligations to works constitution law.
Employees and prospective managers from all areas who will work in sales management in the future and want to 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).