Sales Management

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.

After completing the certificate course, 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 course 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.