Managing Sales

ESMT

How long?

  • 3 days
  • in person

ESMT

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Information Technology

Information technology is at the heart of any process connected to utilizing computers and communication systems. It is a quite broad term that is use...

Read more about Marketing

Marketing courses will plunge you into the vast field of marketing. In these courses, you will learn a variety of topics that cover each stage of runn...

Reviews

Comprehensive course analysis

Essentials

  • What do past participants have to say about the course?
FREE
Individual needs analysis
Order for $ 20.00

Full

  • How many participants were promoted within three years after graduation?
  • How did this course affect participants' professional trajectories?
  • How many participants got their salary increased within two years after completing the program?
  • What do past participants have to say about the course?
FREE
Individual needs analysis
Order for $ 49.00

Who should attend

Managers with several years of professional experience in sales, marketing, or customer management.

About the course

The age of the “product pusher” is long gone – sales managers nowadays are trusted and collaborative consultants for their clients. To live up to this ideal, sales leaders need to develop a customer-centric strategy and organization.

Customer centricity is a concept that is touted by many companies yet is difficult to implement. To support sales leaders in this endeavor, participants of the program Customer Centric Sales Management will acquire the latest customer centricity toolset and learn from the successes and failures of other companies: from understanding customers’ wants to decoding customers’ true needs, from gaining customers’ buy-in to aligning internal processes. In the aim of creating customer-centric sales personnel with clearly defined roles, tasks, and selling behavior, participants will develop new ideas to improve their own sales business, receive feedback from faculty and peers, and leave the program with a concrete action plan.

Key benefits

  • Experience disruptive approaches to customer-centric selling and its key elements
  • Get to know new frameworks and concepts, research insights, and best-practice examples
  • Understand how to create high-performing sales personnel with clearly defined roles, tasks, and selling behavior
  • Capitalize on the exchange between executives from different industries

Key topics

  • Understanding customer strategies: from collecting specifications to understanding needs
  • Bringing digital offerings to market and selling complex service solutions
  • Improving customer centricity and transforming sales management through digital technologies
  • Managing change to build a customer-centric culture

Experts

Johannes Habel

Johannes Habel is an associate professor at ESMT Berlin. In his research and teaching, he focuses on sales and marketing strategies of so-called Hidden Champions, that is, highly successful SMEs with a low level of public awareness. Specifically, Johannes has cooperated with Hidden Champions in i...

Olaf Plötner

Olaf Plötner is a professor at ESMT. He joined ESMT as one of the first faculty members and managing director of ESMT Customized Solutions GmbH in 2002. From 2011 to 2017, he was the dean of executive education at ESMT and developed the school to a top-ten institution in this field, based on the ...

Ulf Schäfer

Ulf Schäfer is a program director at ESMT Berlin. He studied Philosophy, Mathematics, Logic and Theory of Science in Bonn, Knoxville, and Berkeley as well as Business Administration in Rotterdam and London (Canada). Ulf was a lecturer of Philosophy at Bonn University, a strategy consultant with A...

Videos and materials

Managing Sales at ESMT

From  EUR 3 800$4,765
Add coaching to your course booking

Coaching can personalize and deepen learning for you and your organization.


Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Information Technology

A large part of the courses provides basic information so the students are not required to have any IT qualifications before enrolling. Most of the IT learning programs are also broken down into specific areas of interest, such as systems analysis, a...

Read more about Marketing

During Marketing courses, you will learn how to develop a business idea and create the right website to promote your product. You will gain the skills to analyze your business performance and make key decisions that improve the efficiency of your bus...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.