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Managing Sales

Managing Sales

Executive education program in English

Managing Sales (DTS.18)

Duration 3 Days
Location Berlin
Dates 11. - 13. Dec 2023
3,900 €

Manage the main challenges that confront your company in sales management

ESMT’s Managing Sales program is designed to support sales leaders in reorganizing the sales organization in today's more and more digital environment. You will be equipped with the latest methods and tools as well as learn from the successes and failures of other companies: from understanding customers’ challenges to decoding their true needs; from gaining customers’ buy-in to aligning internal processes. Learn how to facilitate a more customer-centric sales team with clearly defined roles, tasks, and selling behavior. Develop new ideas to improve sales in your own organization, receive feedback from faculty and peers, and leave the program with new inspirations for your sales teams.

  • Your profile

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

  • Benefits

    • Experiencing innovative approaches to customer-centric, value and solution selling
    • Understanding the opportunities of technologies for sales
    • Exploring how to reorganize the sales organization
    • Being exposed to new frameworks, research insights, and best-practice examples
    • Learning the benefits of clearly defined roles and selling behaviors
    • Exchanging ideas with peers from different industries

  • Topics

    • Value and solution selling
    • Newly evolving roles in the sales function
    • Digitalization of sales
    • Bringing digital offerings to market and selling complex service solutions
    • Managing change in a sales organization

Your profile

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

Benefits

  • Experiencing innovative approaches to customer-centric, value and solution selling
  • Understanding the opportunities of technologies for sales
  • Exploring how to reorganize the sales organization
  • Being exposed to new frameworks, research insights, and best-practice examples
  • Learning the benefits of clearly defined roles and selling behaviors
  • Exchanging ideas with peers from different industries

Topics

  • Value and solution selling
  • Newly evolving roles in the sales function
  • Digitalization of sales
  • Bringing digital offerings to market and selling complex service solutions
  • Managing change in a sales organization

Managing Sales (DTS.18)

Duration 3 Days
Location Berlin
Dates 11. - 13. Dec 2023
3,900 €
Downloads
Application for admission
DOWNLOAD

Application for admission

PDF, 249.54 kB
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Meet our teaching staff

The programs have been 
designed – and will be led –
by ESMT faculty members 
and ESMT visiting faculty. 
They will also guide and 
advise you throughout 
your studies.

Johannes Habel

Visiting Lecturer, ESMT Berlin and Associate Professor, Bauer College of Business, University of Houston
Testimonials
Testimonial

This is a well-structured, practice-oriented program offering new insights on client satisfaction and including an international network of faculty and peers.

Zoltan Ocsenas, Regional Head, Business Development CEE, Allianz Investmentbank
Program Structure

Teaching Methods

  • Interactive lectures
  • Business cases
  • Workshops
  • Value selling simulation

Day 1

  • Fundamentals of value selling
  • Practicing value selling
  • Guest speaker

Day 2

  • Solution selling
  • Bringing digital innovation to market
  • Reorganizing the salesforce in the digital age
  • How sales organizations and roles are changing

Day 3

  • Introduction to sales analytics
  • Understanding predictive analytics
  • Artificial intelligence in sales
Postgraduate Diploma in Management

Postgraduate Diploma in Management

This program can also be taken as part of the Postgraduate Diploma in Management curriculum. Bring your career to the next level and gain the formal recognition of your professional development with this university-level certificate.

Earn your certificate
Your Program Advisor

Contact

​​​​​​​Beatrix Becker
Manager Business Development, ESMT Berlin

Phone: +49 30 21231 6205

Request a call back

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