Skip to main content

Managing Sales

Manage the main challenges that confront your company in sales management

Managing Sales (DTS.16)

Dates 13. - 15. Dec 2021
Duration 3 Days
Location Berlin
3,800 €

Managing Sales

Executive education program in English

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 Managing Sales 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.


Find all the program information at a glance in our PDF download.


Who should attend the program?

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


Key learnings

  • 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

Managing Sales (DTS.16)

Dates 13. - 15. Dec 2021
Duration 3 Days
Location Berlin
3,800 €

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

Ulf Schäfer

Visiting Lecturer, ESMT Berlin and Associate Professor of Practice, SDA Bocconi

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
Your Program Advisors


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

Phone: +49 30 21231 6205

Request a call back

This could also be of interest
Soccer plan on blackboard Winning with Business Strategies program

Competitive Strategies for Solid Growth

Improve your strategic decision-making
Negotiation Mastery

Mastering Negotiations

Learn the essentials of negotiation
Understanding Data Analytics

Analytics for Decision Makers

Convert data insights into business value