Sales Excellence

The "Sales Excellence" module familiarizes participants with current challenges in sales and provides them with a framework and tools to address these challenges in various contexts. The certificate module is designed to cover not only the manufacturer’s/supplier’s perspective but also to shed light on the other side of the equation. To this end, it examines procurement strategies and category management.

Achieving sales targets today requires expertise in data and information management. The certificate module addresses current information technology, with a strong focus on data analysis and the development of measurable action plans. In addition to emotional intelligence—such as common sense and intuition—above-average performance in sales also requires in-depth expertise in data interpretation and corresponding risk management. A cornerstone of the certificate module is therefore forecasting, which teaches these skills so that management decisions in sales activities can be derived from them. All course content is consistently examined from an international perspective. This ensures that cultural aspects of sales are taken into account and relevant insights are provided.

Instructor: Christian Kloss, MBA

Language: English

Duration: 2 days of in-person instruction; individual preparation and follow-up time;

Seminar location: Wine Campus Neustadt

Information and Materials: Provided via the Olat learning platform. The location and schedule are also available online. Access is granted upon successful registration.

Assignment: A15-page written case study; the completion period is six weeks.