certified Top-salessales person II / Junior Sales Manager II

To ensure maximum learning success, we recommend attending both classroom training courses.

Module II (30531) is reserved for participants of Module I (30530). A transfer period of 4 to 15 months between the two training courses is important in order to internalize what has been learned.

Module II

Negotiation techniques and working methods for top salessales persons

Transfer analysis from module 1

• What went really well? Where is there room for improvement?
• Use CRM and AI insights for your further development.

Business management basics for sales

• The most important key figures for strong arguments.
• What purchasers interests purchasers —and how you can score points.
• AI as a research assistant for business insights in 30 seconds.

Develop and optimize customer processing strategies

• Focus on potential rather than chance: clear prioritization and targeting of A, B, andcustomers.
• Smart combination of lead generation and relationship management—including social selling.
• Automated notifications of purchase readiness and cross-selling opportunities.

Negotiate professionally

• Negotiation models that work in B2B.
• Benefit-based arguments instead of feature-based presentations.
• Defusing objections, exposing excuses.
• Digital support for clever messages at the decisive moment.
• Closing techniques for deal momentum.

Enforce your own prices more confidently

• Offer optimization without discount pain.
• Make added value visible and place it tactically.
• What to do when faced with unfair strategies from the other side?
• AI helps with scenario planning and argumentation modules.

Difficult negotiations: Methods and instruments

• Staying cool in high-pressure situations.
• Recognizing manipulation—responding in a friendly manner.
• Typical buyer tricks? You'll know them by name after the training.
• Simulation of negotiation scenarios with AI sparring partners.

Effective self-management for top salessales persons

• Your energy decides: time and focus under control.
• Smart routing, prioritization, and follow-up automation.
• Cut your admin time in half—for more customer time.

Knowledge transfer through intensive practical training

• Role-playing with real cases – not from textbooks.
• Video analysis for clear moments of insight.
• AI-based communication feedback on personal impact (optional).

Lessons Learned

Compact summary of all relevant content for your final exam – provided digitally.

Final examination

You document your professionalism with an e-exam—including a certificate with a strong reputation in the market.

E-library

You will receive 5 e-learning courses on Subject area artificial intelligence:

• Prompt Engineering
• Optimize products and processes with AI
• AI in various business areas: an overview
• Using artificial intelligence in everyday work
• Digital change means change for me

and 2 additional e-learning courses for your daily business:  

• Negotiating skillfully—navigating your professional life with charm and focus
• Improve team meetings

free of charge for 12 months in each case.