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Certificates: Sales management" certificate
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Examination: Practical project work with final presentation
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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: 4 Weeks
Focus on markets and customers (approx. 3 days)
Changing markets
Market positioning (USP)
Customer centricity as the basis for sales success
Market analysis (including portfolio analysis)
Marketing mix and marketing instruments
LEAD and distribution channels
Artificial intelligence (AI) in the work process
Presentation of specific AI technologies
and possible applications in the professional environment
Sales strategy, sales organization and sales processes in the digital age (approx. 2 days)
Sales strategy 4.0 - Sales goes digital
Sales organization
The holistic sales process
Intersections
Methods of territory division and territory planning
Sales partners and multipliers
Personality development for sales management (approx. 3 days)
Choreography of selling
Sales psychology and neuronal communication
Work motivation
Conducting negotiations
Moderation and presentation
Conflict management
Closing techniques
Successful complaint management
Change from employee to supervisor (approx. 3 days)
Changes and expectations
Closeness, distance and acceptance
Power and envy
Sales management and key figures (approx. 2 days)
CRM utilization
Planning and control
Controlling
KPIs
Personnel management in sales (approx. 3 days)
Leadership role in sales and interfaces
Employee management, understanding of roles and performance evaluation
Management concepts and models
Corporate culture
Employee appraisals and target agreements
Remuneration models in sales
Requirements profile and employee selection
Dealing with low performers
Leading at a distance
Employee development and promotion
Team building
Distribution law and other framework conditions (approx. 1 day)
Contract law and contract design
Contract components and general terms and conditions
Payment modalities
Aftersales services
Sales financing
Project work (approx. 3 days)
To deepen the content learned
Presentation of the results
Changes are possible. The course content is updated regularly.
After completing the course, you will know the markets, be able to assess customers, develop the right sales strategy and implement it operationally. You will define key figures, coach your team and master the basics of sales management - from strategy and organization to negotiations and direct customer contact. You will also be able to recruit customer-oriented sales employees. Important soft skills to strengthen your leadership skills round off the course.
Employees and prospective managers from all areas who would like to work in sales management 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).