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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. 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.
After completing the course, you will know the markets, be able to assess the clientele, 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.
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.
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.
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).