Sales Excellence
From Gut Feelings to Data-Driven Analysis
Today’s sales teams face complex challenges. In this module, you’ll learn the framework and tools needed to successfully address these challenges in various contexts—from a unique perspective: We examine not only the manufacturer’s perspective but also that of the customer.
- Gain an understanding of sales strategies as well as procurement strategies and category management. This will help you understand how your customers think and make decisions.
- Learn how to use data and information to achieve sales targets.
- Develop skills in data interpretation and forecasting to make informed management decisions.
- Combine intuition and people skills with data-driven analysis to achieve above-average sales results.
All course content is examined from an international perspective. You’ll gain insights into the cultural aspects of sales and learn how to incorporate them into your strategy.
Ideal for those interested in sales and management in the wine industry, as well as professionals from other industries who wish to elevate their sales skills to a higher level.
Instructor: Christian Kloss, MBA
Language: English
Duration: 2 days of in-person instruction; individual preparation and follow-up time;
Semester: 3, see curriculum overview
Workload: 125 hours
ECTS: 5
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.
Assessment: A15-page written case study; the completion period is six weeks following the course.
Module as a Certificate
Target Audience: Those interested in management
Prerequisites: No prior knowledge required
Certification: Certificate of attendance or a state-recognized university certificate upon passing the exam.
Cost: €850