Contents
Basics
- Differentiation: distribution and sales.
- Distribution and sales strategies.
- AI in the sales and distribution process.
Self-organization for sales persons
- Plan and organize your day-to-day sales professionally.
- Target and priority management as a prerequisite for sales success.
- Effective customer processing and an increase in "sales-active time".
Communication and sales psychology
- Competencies as a "target profile": requirements in personal selling.
- Motivation factor "basic mental attitude".
- GRID behavioral grid: basic positions, attitudes and win-win strategy.
- Human orientation versus factual orientation.
- Empathy and adaptability: concept of "customer typology".
Conducting target-oriented sales talks
- Methodical preparation for customer contact.
- Guidelines for the sales and advisory meeting.
- Telephone contact (making appointments etc.).
- Opening the conversation: Building a positive relationship.
- Body language: non-verbal signals in dialog and personal impact.
- Needs and motive analysis: questioning technique and active listening.
- Active sales conversations and effective presentations.
- Sales rhetoric, customer-oriented communication.
- Advantage and benefit argumentation.
- Argumentation in dealing with objections.
- Active (conversation/sales) closing techniques.
- Important measures after the sales talk.
Offer management
- Pre-offer discussion, offer preparation and offer tracking.
Mastering special situations
- Behavior in complaint and grievance meetings.
- Customer recovery: Activation of inactive customers.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
- You will learn the essential tasks involved in the sales process and how to organize yourself.
- You will train conversation and argumentation techniques for customer-oriented and sales-active communication.
- You will gain confidence in dealing with different types of customers and learn how to behave professionally and competently.
- You increase your efficiency and effectiveness in your sales activities and thus also the rate of sales closures.
- You will receive numerous concrete practical tips, checklists and tools to support you in your daily sales work.
Methods
The findings from the case studies are translated into the participants' sales practice through the use of checklists. In order to increase the learning success, there is an alternation of group work, role plays and individual work, trainer feedback, short presentations and discussion.
Recommended for
newcomers to sales, career changers, sales engineers and sales technicians . sales persons in the field and inside salespeople with little or no practical experience and practitioners who want to optimize their sales activities.
Further recommendations for "Basic training in distribution and sales"
Attendees comments
"Great division between presentation and interactive group work."
"I particularly liked the fact that the open and uncomplicated manner made learning easy and sustainable. The group work was always entertaining but appropriate and the content was conveyed really well."
"I learned a lot and the atmosphere was very good. I would book the next course straight away!"
"I particularly liked the small group and that our trainer was very professional."
"The group of participants was small and this created a good discussion group."
Seminar evaluation for "Basic training in sales and distribution"
2799
Start dates and details
Thursday, 26.06.2025
09:00 am - 5:00 pm
Friday, 27.06.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 15.07.2025
09:00 am - 5:00 pm
Wednesday, 16.07.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 21.08.2025
09:00 am - 5:00 pm
Friday, 22.08.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 17.09.2025
09:00 am - 5:00 pm
Thursday, 18.09.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 21.10.2025
09:00 am - 5:00 pm
Wednesday, 22.10.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 11.11.2025
09:00 am - 5:00 pm
Wednesday, 12.11.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 27.11.2025
09:00 am - 5:00 pm
Friday, 28.11.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 11.12.2025
09:00 am - 5:00 pm
Friday, 12.12.2025
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 29.01.2026
09:00 am - 5:00 pm
Friday, 30.01.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 11.02.2026
09:00 am - 5:00 pm
Thursday, 12.02.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 24.03.2026
09:00 am - 5:00 pm
Wednesday, 25.03.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 16.04.2026
09:00 am - 5:00 pm
Friday, 17.04.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 06.05.2026
09:00 am - 5:00 pm
Thursday, 07.05.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 21.05.2026
09:00 am - 5:00 pm
Friday, 22.05.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 16.06.2026
09:00 am - 5:00 pm
Wednesday, 17.06.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Wednesday, 15.07.2026
09:00 am - 5:00 pm
Thursday, 16.07.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 30.07.2026
09:00 am - 5:00 pm
Friday, 31.07.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Thursday, 03.09.2026
09:00 am - 5:00 pm
Friday, 04.09.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Tuesday, 08.09.2026
09:00 am - 5:00 pm
Wednesday, 09.09.2026
09:00 am - 5:00 pm
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Training is guaranteed to take placeThe next booking ensures this course will take placeThe participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
About us – The Haufe Akademie
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