Ziel

In today’s dynamic and rapidly evolving market environment, success in sales depends on a blend of strategic direction, data-driven insights and customer-centric methods. Organizations must emphasize customer value, competitive advantages and efficient sales channels while utilizing market intelligence to maintain a competitive edge. 

To reinforce practical application, case studies will be integrated into some modules, providing real-life scenarios covering key topics such as sales management, team organization and incentive structures. These scenarios will serve as the foundation for interactive workshops and group discussions, where participants will develop effective strategies, enhance scenario planning and improve decision-making in complex sales environments.

Additionally, Large Language Models (LLMs) will be utilized to identify, sort and analyze scenario planning data, helping participants evaluate different approaches, uncover insights and make data-driven decisions more efficiently.

This course equips sales professionals and managers with practical tools and proven strategies to optimize sales processes, enhance customer relationships and drive sustainable growth.

Inhalt

• Strategic Sales
  o    Customer Prioritization
  o    Identify Competitive Advantages
  o    Sales Channels
  o    Pricing Policy
• Sales Management
  o    Organizational Alignment
  o    Talent Management and Recruitment
  o    Incentive Systems
  o    Goal Agreements (OKR)
• Information Management
  o    Market intelligence
  o    Customer Insights
  o    CRM System
• Key Account Management
  o    Maintain customer relationships
  o    Tailored strategies
  o    Strengthen customer loyality

• Key Benefits

  • Strategic tools for customer prioritization, competitive edge and strategic pricing
  • Interactive Dashboards provide practical guidance and serve as a hands-on alternative for applying strategies effectively
  • Real-life case studies and scenario planning workshops offer practical       insights into sales management challenges, helping participants develop problem-solving skills in real-world scenarios

   

IHK Ulm | Olgastr. 95-101 | 89073 Ulm
Tel. 0731 / 173-222 | weiterbildung@ulm.ihk.de

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