Management in Practice

The “Management in Practice” module aims to enable participants to tackle a sales topic and problem of their own choosing in a practical and realistic manner. Participants are asked to work on a real-world sales project, from defining the challenge and designing a solution to managing the project through execution and implementation. In the process, they improve their own negotiation skills by promoting their individually developed solution in a practical, hands-on manner. They can also demonstrate and deepen their problem-identification and problem-solving skills, their project management skills, and their personal skills.

Participants’ results are presented and analyzed among the group during the certificate module. Part of the presentation involves actively promoting one’s own model within the group and winning over fellow participants to one’s own ideas and proposals. The certificate module is based on strong interaction between individuals and the group, as well as on the discussion of the presented results, tools, and real-world sales and negotiation challenges. Participants are thus empowered to efficiently and effectively develop sales approaches that deliver high value for the company and foster creativity. The focus is directed not only toward the design but also toward the implementation of sales objectives.

Other key areas include price setting and price realization, as well as sales strategies in a global context, with a corresponding understanding of leadership and sales in diverse cultural contexts.

Instructors: Prof . Dr. Marc Dreßler, rotating guest lecturers

Language: English

Duration: 2 days of in-person sessions; 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.

Assessment: Preparation and presentation of a case study.