The IHK certificate course "Sales Manager" by FokusUp prepares you to lead and motivate your team in sales. You develop into the top salesperson of your company and learn to think strategically and weigh opportunities and risks. Your own personality is the key to success.
The course runs in a blended learning format with a total of 54 teaching units in hybrid form. You combine online content with interactive face-to-face sessions and exchange ideas with other participants in a community. The date is set individually by arrangement.
In the first module, you learn the choreography of selling, sales psychology and neural communication, as well as the phases of a successful sales conversation. This includes objection and conflict handling and closing techniques. The second module focuses on your personality development as a leader. You recognize motivations, practice negotiation skills as well as moderation and presentation. You also learn how to handle difficult employees and customer situations.
Module three shows you how to lead with business metrics using a CEO dashboard and manage your sales organization. You also learn contract law and contract design. The fourth module covers personnel management in sales: employee leadership, target agreements, employee meetings, compensation models, and the requirement profile for new employees.
The fifth module is dedicated to digital opportunities in sales. You organize your daily sales and selling routine and plan your time management as well as your personal sales planning. You also analyze sales channels and sales controlling. In the sixth module, you complete a multiple-choice test and conduct an employee meeting as an exam component.
The course is aimed at experienced key account managers and sales executives from all industries. Self-employed individuals, independent sales representatives, and start-up founders are also addressed. If you want to take on a leadership role in sales or advance your career, the certification is highly beneficial for you.
After the course, you receive an IHK certificate as a recognized quality seal of professional education. The certification provider is FokusUP GmbH, and the certification takes place by arrangement at a regional IHK. Your expanded network gives you a view beyond your own horizon in a heterogeneous group.
