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Sales Excellence – sales and distribution training for executives (VVT)


Course Overview

This training course focuses on the development and implementation of distribution strategies, successful application at the point of sale as well as convincing negotiation and communication.

Who should attend

  • Executives and specialists from all areas who realise that ultimately only sales success counts and who are looking for effective tools and approaches to achieve such success
  • Key account managers, product managers or persons who are destined for such a position and who wish to train their knowledge and skills in sales, distribution and negotiation
  • Executives with sales, market or customer responsibility who are in search of the latest knowledge and stimuli for conducting negotiations in a professional way and successful distribution practices

Course Content

Modern distribution management
  • The basics, rules of the game and trends
  • Sales within corporate management
  • Deriving the distribution strategy from the corporate strategy
  • The effect and results of successful sales management
The modules of a successful distribution strategy
  • Setting the basic course
  • Customer definitions and customer benefit
  • Market segmentation and competition
  • Optimising distribution channels
  • New distribution channels in B2B and B2C marketing
Distribution management in practice
  • Skillfully designing structures and processes
  • The importance of the distribution organisation
  • Management of staff, developing the culture in distribution
  • Providing information, designing information systems
  • Examples from practice
Skilful key account management
  • Fundamentals and criteria
  • Setting up key account management specific to the company
  • The proper handling of key accounts
  • Determining the development potential
Convincing communication
  • The psychology of human communication
  • How to apply argumentation techniques, how to overcome objections
  • The meaning of body language
  • Conducting conversations with an aim to finding a solution and without injury
  • Convincing with communication
The principles of successful negotiation
  • Knowing the principles of negotiation
  • The psychology of conducting effective negotiation
  • Knowing how to deal with objections
  • Convincingly applying techniques for acquiring business
  • Negotiation errors and negotiation aids
Classroom Training

Duration 3 days

Price (excl. tax)
  • Germany: 5,800.- €
  • Switzerland: CHF 6,900.-


06/07/2020 ― 08/07/2020 Cologne 2. Teil: 21.09. - 23.09.2020 in Hamburg
11/11/2020 ― 13/11/2020 Cologne Course language: English 2. Teil: 30.11. - 02.12.2020 in Zürich (Schweiz)
25/11/2020 ― 27/11/2020 Cologne 2. Teil: 30.11. - 02.12.2020 in Luzern (Schweiz)
30/11/2020 ― 02/12/2020 Zurich Course language: English 2. Teil: 07.12. - 09.12.2020 in Hamburg (Deutschland)