Reskilling Sales Programme

Executive School of Management, Technology and Law

How long?

  • 10 days
  • online

What are the topics?

Executive School of Management, Technology and Law

Disclaimer

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Full disclaimer.

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Who should attend

Individuals with experience in service industries such as hospitality, tourism and aviation seeking a new career in sales.

About the course

The Reskilling Sales Programme provides individuals with a service background the insights, best practices, tools and hands-on experience to reposition themselves for a successful career in sales.

This practical, two-week, two-hour per day programme is facilitated by HSG professors, lecturers and sales trainers and provides participants with opportunities to put into practice the insights and tools they learn during the two weeks.

Upon completion of the programme, participants are prepared and equipped to begin a career in sales and receive a HSG certificate of attendance.

Objective

Provide service-oriented individuals with the insights, practical tools and hands-on training needed to successfully reskill and relaunch their career in sales.

Programme Benefits

Gain a practical overview of best sales practices and proven sales techniques

Develop a focus on customer centricity and getting to know your customer

Strengthen empathy and listening skills

Build and practice storytelling, communication skills and emotional selling to successfully engage your audience

Strengthen your presence and impact by putting the newly acquired skills and insights into practice

Deliver effective sales practices with a strong customer focus and a ‘get to know the client’ mindset

Content

Sample Programme Content

Kick-off Session & Introduction to Sales

Learning Outcomes

  • Recognize what challenges await you and how can you be successful given the challenges?
  • Learn about archetypes, success factors, selling solutions not products, adaptation and work structure

Customer Centricity

Learning Outcomes

  • Gain an understanding of customer centricity
  • Learn to apply customer centricity in your daily business
  • Learn to dive into the psychology of customers

Customer Needs

Learning Outcomes

  • Establish personas
  • Develop a value proposition
  • Successfully carry out a call
  • Learn what common objections are and how to deal with them

Sales Best Practices

Learning Outcomes

  • Understand sales processes
  • Communicate effectively
  • Manage expectations

Guiding Customers & Maintaining Control

Learning Outcomes

  • Understand the customer journey
  • Recognize the pitfalls along the customer journey and how to deal with them
  • Become familiar with discussion structure based on authentic examples

Happiness & Biases

Learning Outcomes

  • Realize that you can only sell well if you are holistically happy
  • Get confident to tell your story
  • Think like your client

Questions & Listening

Learning Outcomes

  • Define your selling style
  • Realize that big ears are much more important than a big mouth
  • Understand the importance of questions

Stakeholder Management and Structure

Learning Outcomes

  • Recognize how to identify and deal with your stakeholders
  • Understand the power of simplicity
  • Get introduced to simple sales framework

From Insights to Impact

Learning Outcomes

  • Gain an understanding of how insights are generated
  • Learn to apply insights to your sales organization

Follow-Up, Q&A, Next Steps & Closing

Experts

Luder Tockenburger

Dr. Tockenbürger graduated from the University of St.Gallen, Switzerland (HSG), in business administration, with an emphasis on finance and accounting. He finished his doctoral studies in 1999 in the technology management specialist program. Since 2000, he has developed and conducted internationa...

Mike Widmer

Dr. Mike J. Widmer is passionate about intersecting technology, people and business. His multicultural background and international experience allow him to match people not only on a skill but more importantly on a cultural, attitude and values level. The science and art of executive search is wh...

Johanna Gollnhofer

Prof. Dr. Johanna Gollnhofer is Associate Professor of Marketing and leads the Institute for Marketing and Customer Insight at the University of St.Gallen (IMC-HSG) together with Prof. Dr. Sven Reinecke and Prof. Dr. Torsten Tomczak. She is considered an expert for qualitative approaches (especia...

Videos and materials

Reskilling Sales Programme at Executive School of Management, Technology and Law

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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 Business Communication

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

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