Successful selling in the digital world.
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:
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.
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 in Sales Management program 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 nine 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. A special focus is placed 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.
The next course starts in fall 2018.More information on costs & teaching principles can be found here.
Flyer ( pdf | 320.09K ) Schedule ( pdf | 57.33K ) Curriculum ( pdf | 52.17K )
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 & advisory board
Raimund MollenhauerRaimund Mollenhauer is the senior director of SAP SE in Walldorf, Germany.
Dr. Karl PinczolitsKarl Pinczolits is a university of applied sciences professor and the CEO of the Institut für Vertrieb (institute of marketing) in Eisenstadt.
Dr. Günther BotschenGünther Botschen is a professor at the Department of Strategic Management, Marketing & Tourism of the University of Innsbruck.
Dr. Gerrit HeinemannGerrit Heinemann is Professor of Business Administration, Management & Commerce as well as the head of the eWeb Research Center at the Niederrhein University of Applied Sciences in Mönchengladbach, Germany.
Matthias LechleMatthias Lechle is an engineer as well as a founding member and executive partner of an advertising agency in Volders.
Dr. Barbara NiersbachBarbara Niersbach is a professor at the Technology & Management Faculty of the Ravensburg-Weingarten University of Applied Sciences, Germany. Her research interests focus on industrial and services marketing.
Dr. Matthias SchultenMatthias Schulten is Professor of Marketing Concept at the Digital Media Department of Furtwangen University, Germany.
The MCI certificate programs have been designed to meet the highest international quality standards. They are continuously assessed by internal and external bodies.
The Certificate in Sales Management can be counted towards the Executive MBA program in General Management and the MSc program in Management & Leadership respectively. Both have been awarded the FIBAA Premium Seal.
All business-related MCI study programs have been accredited by the renowned Association to Advance Collegiate Schools of Business (AACSB).