Advanced Sales Management – Strategy, Process & Practice

Good marketing alone is not enough. Only effective sales management will make success in the marketplace possible. This 3-day seminar demonstrates what you need to realize ambitious strategies and sales objectives, and then to carry these over to measurable results.


Whether marketing activities are successful or not is determined mostly by how well your sales management and sales channels work. Here is where your conceptual preparations will bear fruit. For even the best marketing concept can be ruined by weak sales management, inadequate performance from sales staff, and problems with distribution. What you need is a convincing concept, along with effective sales processes and highly-motivated managers and sales staff to form a strong link between your company and your customers. Everyone who bears responsibility for results and sales objectives, or who needs to prepare for this kind of position, is directly confronted with these things. In this 3-day seminar, we will show you how to analyze the effectiveness of your sales strategy and how to control and optimize it.

Who should attend

  • Sales executives, key-account managers and sales controllers who want to enhance their knowledge even further
  • Managers who hold, or need to prepare for, a position that
    requires knowledge of sales management
  • Market-oriented managers who are required to develop or
    analyze sales concepts
  • Experienced sales representatives and key account managers who want to enrich their knowledge of sales with a big portion of practical insight
  • Controllers who are responsible for the financial calculations relating to sales, market share and sales results

Key details

26.11.2019 - 29.11.2019, Berlin
EUR 3'600.- / CHF 3'900.- (plus VAT)


For registration, please click the link below.

Register here

Areas of Focus

Modern Sales Management

  • Fundamentals, best practices and trends
  • Sales management in the context of general management, strategy and marketing
  • The results and effects of successful sales strategies
  • Digitalization and sales

Elements of a Successful Sales Strategy

  • Defining your customers and customer benefits
  • Market segmentation and competitors
  • Optimizing sales channels
  • New sales channels in B2B and B2C marketing

Sales Management in Practice

  • Developing a sales strategy that fits your company
  • The importance of structuring and financing of your sales network
  • Managing employees, developing the right culture in sales
  • Information systems and key-performance figures for sales controlling
  • How sales can use social media, social CRM

Skillful Key Account Management

  • Why KAM? Fundamentals, objectives and organization
  • Developing company-specific key-account management
  • How to handle key customers the right way
  • Requirements of your key-account managers

Best Practices and Tools for More Productivity in Sales

  • The principles of success behind effective sales processes
  • The principles of success behind customer retention
  • The principles behind sales channel management
  • Guiding and controlling your sales organization