Sales Management

In an increasingly interconnected and digital world, sales management challenges companies to embark on a holistic strategy. The key to success lies in omnichannel management, a cross-channel business model taking account of all communication paths and factors influencing the customers’ decision to purchase a product. The model draws on all touch points available to identify and target a lead from the first inquiry to future sales.

Besides the holistic omnichannel approach, modern sales management also includes a number of established success factors, such as brand leadership, sales psychology and management, rhetoric and conversation techniques, and marketing control and accounting. A special focus is placed on digital resources and tools such as those used in marketing control. In this regard, the course also touches upon newsletter marketing and social media.

As a participant in the Certificate in Sales Management program, you will benefit from the acknowledged expertise of our faculty. Their up-to-date and practice-oriented contributions will provide you with incentives to realign your company’s sales strategy and demonstrate ways of implementation.

Upon completion of the Certificate in Sales Management program, you will

• have up-to-date knowledge of sales management and be familiar with the most essential aspects of a holistic strategy;
• know how to identify and use new opportunities and how to meet the requirements of your enterprise;
• have gained a range of impulses for the strategic (re-)orientation of your specific business;
• be able to recognize chances and factors facilitating the active creation of win-win situations;
• have acquired the competence to plan targeted actions to optimize sales management in your company and propel it to a successful future.

The course content is based on up-to-date scientific findings and proven know-how. Our lecturers are prepared to tend to the specific requirements of course participants and help them maximize their personal return on information.

The part-time training program is designed for (up and coming) executives looking to extend their sales management know-how. It is appropriate for company founders, project managers, and business consultants alike. We also encourage university graduates aiming to gain additional sales knowledge to enroll. By familiarizing them with best practice, the course will greatly improve their career prospects.