Education
This training is held in German.
Are you new to sales? Would you like to optimally prepare yourself for the exciting tasks of a professional sales person and deepen your existing knowledge? With this certified, two-module sales training course, you will create a solid foundation for your sales success. In the first module of this training course, you will learn the essential to-dos that will help you to close successful deals in the sales process and how to organize yourself. Based on your own sales situation, you will develop important basics for sales requiring intensive consultation. You will receive tried-and-tested "tools of the trade", from confident needs assessment and smart objection handling to precisely tailored benefit arguments. You will gain confidence in your consultations and sales talks.
Certified by the Hochschule der Wirtschaft für Management (HdWM), Mannheim
This further training course was designed in cooperation with the Mannheim University of Applied Management Sciences and meets the university's quality standards in terms of overall concept, content, trainers and examination. As a result, participants benefit from high-quality qualifications with guaranteed topicality, high practical relevance and excellent trainers.
Module 1: Classroom training
5 days
Prerequisites for successful selling
Prerequisites for successful selling
- Prerequisites for successful selling.
- Understanding sales processes and complex purchasing organizations in B2B.
- The "toolbox" of successful selling in B2B.
- The success factors of the professional sales pitch.
- Overcoming resistance in the sales process.
- Knowledge transfer through practical training.
Module 2: E-Learning
approx. 3 hours
In-depth phase with two e-learning courses
In-depth phase with two e-learning courses
Basic knowledge of business administration/e-learning (online learning time: approx. 1 hour)
Basic knowledge of controlling/e-learning (online learning time: approx. 1 hour)
Contents
More than 2,600 enthusiastic participants already!
To ensure maximum learning success, we recommend attending both classroom training courses!
Training II (30531) is reserved for participants of Training I (30530). A transfer period of 4-15 months between attending the two training courses is important in order to internalize what has been learned.
Classroom training I
Prerequisites for successful selling
- The task of the: sales person in contemporary sales.
- Confident & confident in the area of conflict between company, market and customers.
- Professional sales tools to ensure sales success.
Understanding sales processes and complex purchasing organizations in B2B
- Internal sales processes, structures: effects on your own sales work.
- Know the objectives and decision-making criteria of purchasing organizations.
- Understanding the customers ' business in the context of the value chain: Benefit argumentation for solution, product and service sales as part of your own sales work.
The "toolbox" of successful selling in B2B
- Reflect on and optimize individual sales communication.
- Developing the unique selling proposition of your own products and services.
- Customer segmentation and potential analysis.
- Account plan and professional offer management.
The success factors of the professional sales pitch
- Successful initial contact on the phone, in an online meeting and in a face-to-face meeting
- Recognize roles in the "buying center", make optimal use of contact networks.
- Develop customized sales strategies for your own sales situation
- The sales talk: strategic preparation, knowing the success factors, practising the most effective techniques, confident execution and optimized follow-up.
Overcoming resistance in the sales process
- Basics of communication and sales psychology.
- Questioning techniques for optimal needs analysis in B2B.
- Present products and services in the best possible way.
- Knowing and practicing objection/pretext handling techniques.
- Dealing with difficult conversational situations.
- Basics of price negotiations.
- Recognize and use buying signals.
- Realize good sales results with modern closing techniques.
Knowledge transfer through practical training
- Train sales talks with your own offers.
- Practice-oriented group work on your own sales cases.
- Optimizing the sales tools learned in the video training.
Learning environment
Once you have registered, you will find useful information, downloads and extra services relating to this training course in your online learning environment.
Your benefit
You develop your skills - for a stellar career in sales!
- You will train important basics for successful sales activities: from sales preparation to conducting negotiations and follow-up.
- You will be familiar with the phases of the sales pitch and use various techniques and methods to increase your confidence and sales success.
- You will receive proven "tools of the trade": from the approach to customer potential analysis to the development of a customer activity plan.
- You gain confidence in your consultations and sales talks.
- You will learn negotiation techniques to ensure successful sales deals.
- You apply what you have learned during the training and put "your horsepower" "on the road" immediately after the training.
- You will develop your skills for a stellar career in sales!
- Our many years of experience and cooperation with our renowned partner, the Mannheim School of Management (HdWM), guarantee you the highest quality standards.
- You document your qualification with a certificate of achievement and receive a high-quality certificate that is recognized by HR developers and decision makers .
- You are investing in training with a high reputation on the market! For almost half a century, sales organizations have relied on the qualification of their sales force through this regularly updated, recognized training.
- Optimal knowledge transfer through e-learning. E-learning courses are available to you for 12 months via your learning environment, your personal online area.
- Show what you can do - with your Open Badge: you receive a fully-fledged digital certificate that you can use in your digital profiles and share via social networks, for example.
Methods
You learn in a productive atmosphere, train on your own practical cases and have the opportunity to apply your knowledge in the transfer phase. This ensures that what you learn sticks. Role plays based on examples from your practice with constructive trainer and group feedback, video feedback, individual and group exercises, discussion of your own practical cases, case and best practice examples, exchange of experience, checklists, trainer.
Recommended for
newcomers in sales. The classroom training I is aimed at newcomers in sales and distribution with 0 to 2 years of experience, previous knowledge such as a degree in business administration is not necessary. newcomers, career changers, sales engineers and technicians in sales. sales persons with little or no practical experience. practitioners with sales experience who want to update their knowledge and learn a systematic approach to sales. To ensure maximum learning success, we recommend attending both training courses certified Top-salessales person - Junior Sales Manager I + II.
Final examination
After classroom training II of the training, the participants take part in the written final examination for the training " certified Top- sales person – Junior Sales Manager." To save travel costs and time, you will take the e-exam on your computer at work or at home. The training content of the classroom modules will be tested in written form (time required: approximately 90 minutes). The e-exam can be taken as soon as both classroom modules have been completed.
After successfully completing the final examination, you will receive the recognized certificate of Haufe Akademie and the Mannheim School of Business for Management, " certified sales person – Junior Sales Manager". This will document your in-depth knowledge as a basis for further developing your professional career.
Further recommendations for "certified Top-salessales person I / Junior Sales Manager I"
Module 1: Online training
5 days
Prerequisites for successful selling
Prerequisites for successful selling
- Prerequisites for successful selling.
- Understanding sales processes and complex purchasing organizations in B2B.
- The "toolbox" of successful selling in B2B.
- The success factors of the professional sales pitch.
- Overcoming resistance in the sales process.
- Knowledge transfer through practical training.
Module 2: E-Learning
approx. 3 hours
In-depth phase with two e-learning courses:
In-depth phase with two e-learning courses:
Basic knowledge of business administration/e-learning (online learning time: approx. 1 hour)
Basic knowledge of controlling/e-learning (online learning time: approx. 1 hour)
Contents
More than 2,600 enthusiastic participants already!
To ensure maximum learning success, we recommend attending both classroom training courses!
Training II (30531) is reserved for participants of Training I (30530). A transfer period of 4-15 months between attending the two training courses is important in order to internalize what has been learned.
Online training I
Prerequisites for successful selling
- The task of the: sales person in contemporary sales.
- Confident & confident in the area of conflict between company, market and customers.
- Professional sales tools to ensure sales success.
Understanding sales processes and complex purchasing organizations in B2B
- Internal sales processes, structures: effects on your own sales work.
- Know the objectives and decision-making criteria of purchasing organizations.
- Understanding the customers ' business in the context of the value chain: Benefit argumentation for solution, product and service sales as part of your own sales work.
The "toolbox" of successful selling in B2B
- Reflect on and optimize individual sales communication.
- Developing the unique selling proposition of your own products and services.
- Customer segmentation and potential analysis.
- Account plan and professional offer management.
The success factors of the professional sales pitch
- Successful initial contact on the phone, in an online meeting and in a face-to-face meeting
- Recognize roles in the "buying center", make optimal use of contact networks.
- Develop customized sales strategies for your own sales situation
- The sales talk: strategic preparation, knowing the success factors, practising the most effective techniques, confident execution and optimized follow-up.
Overcoming resistance in the sales process
- Basics of communication and sales psychology.
- Questioning techniques for optimal needs analysis in B2B.
- Present products and services in the best possible way.
- Knowing and practicing objection/pretext handling techniques.
- Dealing with difficult conversational situations.
- Basics of price negotiations.
- Recognize and use buying signals.
- Realize good sales results with modern closing techniques.
Knowledge transfer through practical training
- Train sales talks with your own offers.
- Practice-oriented group work on your own sales cases.
- Optimizing the sales tools learned in the video training.
Learning environment
Once you have registered, you will find useful information, downloads and extra services relating to this training course in your online learning environment.
Your benefit
You develop your skills - for a stellar career in sales!
- You will train important basics for successful sales activities: from sales preparation to conducting negotiations and follow-up.
- You will be familiar with the phases of the sales pitch and use various techniques and methods to increase your confidence and sales success.
- You will receive proven "tools of the trade": from the approach to customer potential analysis to the development of a customer activity plan.
- You gain confidence in your consultations and sales talks.
- You will learn negotiation techniques to ensure successful sales deals.
- You apply what you have learned during the training and put "your horsepower" "on the road" immediately after the training.
- You will develop your skills for a stellar career in sales!
- Our many years of experience and cooperation with our renowned partner, the Mannheim School of Management (HdWM), guarantee you the highest quality standards.
- You document your qualification with a certificate of achievement and receive a high-quality certificate that is recognized by HR developers and decision makers .
- You are investing in training with a high reputation on the market! For almost half a century, sales organizations have relied on the qualification of their sales force through this regularly updated, recognized training.
- Optimal knowledge transfer through e-learning. E-learning courses are available to you for 12 months via your learning environment, your personal online area.
- Show what you can do - with your Open Badge: you receive a fully-fledged digital certificate that you can use in your digital profiles and share via social networks, for example.
Methods
You learn in a productive atmosphere, train on your own practical cases and have the opportunity to apply your knowledge in the transfer phase. This ensures that what you learn sticks. Role plays based on examples from your practice with constructive trainer and group feedback, video feedback, individual and group exercises, discussion of your own practical cases, case and best practice examples, exchange of experience, checklists, trainer.
Recommended for
Training I is aimed at newcomers in sales with 0 to 2 years of experience, previous knowledge such as a degree in business administration is not necessary. newcomers, career changers, sales engineers and technicians in sales. sales persons with little or no practical experience. practitioners with sales experience who want to update their knowledge and learn a systematic approach to sales. To ensure maximum learning success, we recommend attending both training courses certified Top-salessales person - Junior Sales Manager I + II.
Final examination
After classroom training II of the training, the participants take part in the written final examination for the training " certified Top- sales person – Junior Sales Manager." To save travel costs and time, you will take the e-exam on your computer at work or at home. The training content of the classroom modules will be tested in written form (time required: approximately 90 minutes). The e-exam can be taken as soon as both classroom modules have been completed.
After successfully completing the final examination, you will receive the recognized certificate of Haufe Akademie and the Mannheim School of Business for Management, " certified sales person – Junior Sales Manager". This will document your in-depth knowledge as a basis for further developing your professional career.
Further recommendations for "certified Top-salessales person I / Junior Sales Manager I"
Attendees comments
"I particularly liked the fact that the content was perfectly tailored to us participants. Top speaker Mr. Moser!"
Christian Scheuerpflug
Deutsche Doka GmbH, Maisach
"The speaker provided case studies tailored to each participant."
Alexander Krenz
Pietsch GmbH
"The presentations were very lively and vivid. It was great fun. Thank you very much!"
Dragan Kolakovic
BEC AG, Gipf-Oberfrick
"The seminar content was conveyed in a very lively, relaxed and understandable way."
Seher Neöz
ICEF GmbH, Bonn
"Great learning effect for everyone, although participants from different areas were represented."
Nadja Herrmann
WDT, Garbsen
Seminar evaluation for "certified Top-salessales person I / Junior Sales Manager I"
4.7 from 5
with 298 reviews
training content:
4.6
Content comprehensibility:
4.7
Practical relevance:
4.6
Trainer expertise:
5
Participant orientation:
4.8
Method variety:
4.7
On-site training together
Booking number
30530
30530
€ 3.090,-
plus VAT
5 days, E-Lea
...
in 4 locations
with certificate
4 Events
German
Joint online training
Booking number
33673
33673
€ 3.090,-
plus VAT
5 days, E-Lea
...
Online
with certificate
0 Events
German
Start dates and details
08.09.2025
Cologne
Booking number:
30530
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Modules
5 days, e-learning
Limited number of participants
Classroom training
Prerequisites for successful selling
Date
08.-12.09.2025
Venue
PULLMAN Cologne
Schedule
1st-4th day: 09:00 am - approx. 5:00 pm
5th day: 09:00 am - approx. 4:00 pm
Fee includes
The fee includes the costs for training, documents, lunch and refreshments during breaks.
Please book your overnight stay directly with the hotel at our special rates approx. 4 weeks before arrival. You will receive a reservation form from us after your registration.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
23.02.2026
Hamburg
Booking number:
30530
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Modules
5 days, e-learning
Limited number of participants
Classroom training
Prerequisites for successful selling
Date
23.-27.02.2026
Venue
Mercure Hotel Hamburg City
Schedule
1st-4th day: 09:00 am - approx. 5:00 pm
5th day: 09:00 am - approx. 4:00 pm
Fee includes
The fee includes the costs for training, documents, lunch and refreshments during breaks.
Please book your overnight stay directly with the hotel at our special rates approx. 4 weeks before arrival. You will receive a reservation form from us after your registration.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
04.05.2026
Stuttgart
Booking number:
30530
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Modules
5 days, e-learning
Limited number of participants
Classroom training
Prerequisites for successful selling
Date
04.-08.05.2026
Venue
Arcotel Camino
Schedule
1st-4th day: 09:00 am - approx. 5:00 pm
5th day: 09:00 am - approx. 4:00 pm
Fee includes
The fee includes the costs for training, documents, lunch and refreshments during breaks.
Please book your overnight stay directly with the hotel at our special rates approx. 4 weeks before arrival. You will receive a reservation form from us after your registration.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
06.07.2026
Berlin
Booking number:
30530
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Modules
5 days, e-learning
Limited number of participants
Classroom training
Prerequisites for successful selling
Date
06.-10.07.2026
Venue
andel's by Vienna House
Schedule
1st-4th day: 09:00 am - approx. 5:00 pm
5th day: 09:00 am - approx. 4:00 pm
Fee includes
The fee includes the costs for training, documents, lunch and refreshments during breaks.
Please book your overnight stay directly with the hotel at our special rates approx. 4 weeks before arrival. You will receive a reservation form from us after your registration.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
The next booking ensures this course will take place
Booking number:
30530
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Details
5 days, e-learning
Limited number of participants
Fee includes
The fee includes the costs for training, documents, lunch and refreshments during breaks.
Please book your overnight stay directly with the hotel at our special rates approx. 4 weeks before arrival. You will receive a reservation form from us after your registration.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Booking number:
33673
€ 3.090,- plus VAT.
€ 3,677.10 incl. VAT.
Details
5 days, e-learning
Limited number of participants
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
Please note: We use third-party tools for selected events. Personal data of the participant will be passed on to them for the implementation of the training offer. You can find more information in our privacy policy.
About us – The Haufe Akademie
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Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.
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Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.
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