Sales Excellence

The "Sales Excellence" module familiarizes participants with the current challenges in sales and offers them a framework and tools to meet these challenges in various contexts. The certificate module is designed in such a way that it not only covers the perspective of the manufacturer/supplier, but also examines the other side. Procurement strategies and category management are therefore examined.

Achieving sales targets today requires competence in data and information management. The certificate module deals with current information technology, a with a strong focus on data utilization and the derivation of measurable action plans. In addition to emotional competence such as common sense and gut feeling, above-average performance in sales also requires profound competence in data interpretation and corresponding risk management. A cornerstone of the certificate module is therefore forecasting, which teaches such skills in order to derive management decisions in sales activities. All content is always examined from an international perspective. This means that cultural aspects of sales are also taken into account and appropriate insights are provided.

Lecturers: Christian Kloss, MBA

Language: English

Duration: 2 attendance days; individual preparation and follow-up time;

Seminar location: Wine Campus Neustadt

Information and materials: Will be made available via the learning platform Olat. Location and timetable are also available online. Access is granted after successful registration.

Examination: 15-page written elaboration of a case study, the processing time is six weeks.