Sales Management

Successfully navigating in the age of digital sales strategies and customer-centric innovations

At a time when customer needs and behavior are changing rapidly, sales is facing new challenges. The advancing development of technology offers many opportunities to better reach and understand customers; however, this requires a clever adaptation of sales strategies. This is where the "Sales Management" certificate course comes in. It teaches up-to-date skills for long-term success in companies of all sizes, from small businesses to large corporations, and covers aspects such as identifying new customer needs, developing innovative sales channels and evaluating and integrating technologies in the sales area. The digital transformation of sales, including the targeted use of artificial intelligence (AI), is of particular importance. Successful sales increasingly requires the skillful use of digital tools and AI in order to accelerate sales processes, manage complexity, and be recognized as trustworthy and understanding by the customer. As a result, the approach of the course moves away from "classic" sales management towards digitalized business platform management, in which the customer journey serves as a model for managing relationships and loyalty across the entire business network.

Upon completion of the certificate in Sales Management program, you will be able to

  • recognize the central importance of sales for your company and use the potential of sales as a driver for sustainable corporate development;
  • competently evaluate trends and technologies in marketing and sales, initiate organizational changes, and thus enable intelligent management;
  • understand strategies and tools for the upcoming challenges in your industry, based on current scientific findings and proven best practices, and successfully adapt your navigation;
  • engage with peers within and outside your industry on the effective application and sufficient measurement of success in sales management.

The part-time certificate program is aimed at

  • managers and junior managers who want to prepare themselves for more senior entrepreneurial tasks or improve their qualifications for existing positions;
  • university graduates who want to expand their expertise in practical sales or bring it up to date;
  • entrepreneurs, sales and marketing managers, and people with various responsibilities in marketing, sales, product management, and business development;
  • family members who hold or would like to hold management positions in family businesses.





Short Facts
  • Duration: 16 days
  • Next start: 15.11.2024
  • Application deadline: 26.05.2024
  • Language: German
  • Tuition fee: EUR 5,450,-
  • ECTS: 20

The certificate course can be counted towards selected Master Degree Programs.

Apply now!

Dr. Olena Rigger | Program Manager
Dr. Olena Rigger Program Manager +43 512 2070 - 2104

Your way to success

The numerous graduates of the Certificate in Sales Management program testify to the success of this course. Please see below for more information:

The Certificate program in Sales Management is a part-time course of study based on a didactic concept tailored to the needs of professional decision makers.

The content of the course is divided into eight modules teaching advanced knowledge of modern sales management. In addition to introducing the holistic omnichannel approach to management, the course provides traditional sales instruments as well as modern information and communication technologies. It particularly focuses on prospective customer interest and the management of all relevant touch points.

The program includes 16 on-campus sessions held on Fridays and Saturdays. Please also plan extra time for five projects to be completed as part of selected modules and your final paper.


  • More information on costs & teaching principles can be found here.
  • Detailed schedule on request.


The following achievements are to be provided:

  • Project Work: serves the transfer of learning & implementation into the professional practice and deals with approaches to solutions.
  • Final Thesis: deals with operational problems and approaches to solutions.
  • Final Examination: presentation of the Final Thesis, discussion and feedback.

The faculty includes researchers and experienced practitioners with proven expertise in their respective fields of specialization. Participants in the course will benefit from the combination of recent scientific findings and extensive practical experience provided by our team.

Scientific Management

Raimund Mollenhauer
Speaker and Management Consultant, Moderator and Coach in the field of "Digital Sales"

Prof. Dr. Matthias Schulten
Professor of Marketing of University Südwestfalen / Germany

Faculty (excerpt)

Dr. Felix Isbruch
Partner The Performance Management Company (PMC), Neubeuern / Germany

Dipl.-Kfm. Ramzi Musa
COO und Co-Founder Revenue IQ, Berlin / Germany

Prof. Dr. rer. pol. Barbara Niersbach
Study Dean MBA International Business Management
Director International Affairs / University of Applied Scienses Ravensburg-Weingarten / Germany



The MCI certificate programs have been designed to meet the highest international quality standards. They are continuously assessed by internal and external bodies.

All business-related MCI study programs have been accredited by the renowned Association to Advance Collegiate Schools of Business (AACSB).

The certificate course can be counted towards selected Master Degree Programs.

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