Distribution & Sales Management

Course contents
  • - sales organization and different forms of market cultivation: in-house or third-party distribution (sales agents, sales channels);
    - multistage distribution systems, direct marketing, franchising, multi-channel marketing, retail, wholesale;
    - field sales management: commission systems, route planning, instructions, assessment criteria;
    - process of sales planning and differentiation of specific goals;
    - sales process and management tools;
    - customer relationship management and key account management;
    - fundamentals of personal development;
    - fundamentals of communication technology;
    - signs and stimuli of a sales routine;
    - communication coaching;
    - causes of communication problems: What is the truth?
    - basic conversation techniques: process control and conflict management;
    - how to structure complex communication situations;
    - feedback on personal communication behavior;
    - sales coaching;
    - the fundamentals of sales;
    - developments in the distribution of capital goods;
    - an overview of sales approaches and their applications;
    - application of marketing tools for the support of the distribution management;