Compact knowledge for sales managers

Basic understanding of sales

• The position of sales in companies.
• The special features of working in sales.
• The relevant interfaces in sales.
• The different forms of distribution.

The sales process

• Developing the right sales concept.
• Analyzing the market and customers.
• Choosing the right strategy.
• The successful acquisition process for new and existing customers.
• Objectives and tasks of sales controlling.
• Advantages of introducing compliance in sales.

Analysis and management of sales success

• Analyze, measure and control sales success.
• CRM systems and reporting in sales.
• Sales Activity Index - How to make sales process progress measurable.
• Field service management, modern incentive systems.

Instruments and tools in sales

• The interaction between internal sales and field sales.
• The ABC customer differentiation, the sales matrix.
• The special features of key account management.
• Integration of digital sales channels and systems into your existing sales units.
• Excursus: Digital customer acquisition - how to actively integrate Xing, Facebook and Linkedin & Co. into your sales processes.