The certificate course "Vertriebsleiter (IHK)" (Sales Manager (IHK)) prepares you for management tasks in sales. You learn to develop sales strategies and manage your sales organization both strategically and operationally. The provider directs the course at anyone looking to take on responsibility in sales or advance their career.
Content-wise, you start with market analysis, the customer journey, and hybrid sales channels. This is followed by sales psychology, presentation techniques, and closing strategies for sales management. One block covers sales strategy, CRM systems, and collaboration between sales, marketing, and service.
Sales management focuses on key figures, dashboards, and forecasts. In the personnel management module, you learn to conduct employee reviews and develop teams as a coach. Sales law, data protection in sales, and the legally compliant use of AI round out the content.
The classes run entirely online, optionally on Mondays and Tuesdays full-time or on Friday afternoons and Saturdays. The final exam also takes place online. You should provide your own webcam and headset; the provider recommends live-online participation for learning success.
After the final exam, you receive a 60-minute implementation coaching session, which you can use within three months. This allows you to directly apply what you've learned to your daily sales work.
The final exam consists of a written test, a project paper, and a presentation. If you pass all three parts and have attended at least 80 percent of the classes, you will receive the IHK certificate "Vertriebsleiter (IHK)" (Sales Manager (IHK)). You will also receive a digital open badge.
