The 'Digital Sales and Sales Management' continuing education course teaches you the basics and future fields in digital sales: platform economy, social commerce, and omnichannel sales. You analyze the market and competition, develop personas, and learn about customer centricity and customer journey mapping. AI-supported tools assist you with research, idea development, and strategy work.
The second part covers the digital sales process: sales psychology, needs analysis, conversation management, and social selling. You prepare sales conversations with digital and AI-supported tools. After that, you focus on new customer acquisition, lead generation, sales funnel and key account management, as well as negotiation and customer experience management including CRM systems.
In the last subject-specific section, you learn sales controlling, key figures, and AI-supported sales forecasts. In addition, legal foundations from competition law, trademark law, and commercial agency law, contract drafting, the EU Product Safety Regulation, and data protection in digital sales. The course concludes with a project work to deepen the content.
The lessons take place live with an instructor via alfaview® video technology, either from home or at the local education center. You learn in small groups of 6 to 25 participants, full-time Monday through Friday from 8:30 AM to 3:35 PM.
The course is suitable for anyone who wants to get a foothold in sales and selling. Career changers, for example from technical professions, are also welcome.
At the end, you create a practical project work with a final presentation and receive the certificate "Digital Sales and Sales Management".
