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Certificates: Certificate "Sales management and labor law"
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Additional Certificates: Sales management" certificate
Certificate "Labor Law" -
Examination: Praxisbezogene Projektarbeiten mit Abschlusspräsentationen
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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: 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
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 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 have knowledge of the core areas of employment law. These include employment and collective agreements, employee and employer obligations and works constitution law.
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.
Additional knowledge of current employment law is essential for successful HR work in companies of all sizes and is of great importance for business practice. Specialists with this knowledge are therefore employed across all sectors.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).