Today, salespeople need to know more than just their product or service: they require knowledge beyond just their competitors and customers or to be able to conduct a proper sales conversation. Above all, salespersons must approach their key customers strategically and build a strategic customer relationship with them. This e⁠-⁠training course covers why a strategic approach is more important today than ever. You will learn what strategic sales is all about. In addition, you will discover in which situations and with which customers strategic sales makes sense and finally what mindset and which skills are required for this.

Strategisches Verkaufen – Grundlagen des strategischen Vertriebs

Strategic Sales—Basics of Strategic Sales

Both talent and the right gut feeling are integral in operational sales. On a strategic level, however, it still requires a targeted approach with a system. During this e⁠-⁠learning course, you will learn what key account management is and which steps it involves. You will learn how to identify your key customers and which methods you can use to find out what makes them and their stakeholders tick. The e⁠-⁠training course also discusses answers to the following questions: What options are there for working with my key accounts? And which strategy is the right one? In this way, you will learn how to optimally develop your most valuable customers and achieve more revenue and profit in a partnership that suits both your company and the customer.

Strategisches Verkaufen – Die strategische Kundenentwicklung

Strategic Sales—Strategic Customer Development

Customer care plays a major role in strategic sales. Customers who do not feel like they are being looked after are very likely to turn to the competition or not make (further) purchases from your company. But what exactly is good customer care? Why does it make sense to understand the motives of customers and to consider them during customer care? Why does individual marketing make sense and what individual marketing measures are there? How can you implement them effectively? How can you successfully leverage cross-selling to build relationships? These issues will be addressed in detail during this e⁠-⁠training course.

Strategisches Verkaufen – Beziehungs­­gestaltung

Strategic Sales—Building Relationships

In this e⁠-⁠learning the participants get to know the model of the Johari-window. It shows the difference between the perception of others and the perception of oneself. It clarifies the "blind spot" and shows why the "secret" will remain a secret. With the help of the course it is taught that "giving feedback" does not mean "praise" or "criticize". Rather, it is about the systematic opening of self-perception through feedback from outside.

Feedback geben

giving-feedback

basics-of-leadership

Basics of leadership

Giving Feedback

Performance reviews are a key leadership and human resource development tool. Nevertheless, many managers do not necessarily associate them with positive things, often perceiving them as unpleasant and spasmodic and their counterpart sometimes as unmotivated or nervous. This does not have to be the case. When conducted in an appreciative and goal-oriented manner, employee appraisals offer lasting benefits: They ensure an effective two-way exchange of information and play a key role in shaping the relationship between employees and managers. In this e⁠-⁠training, participants learn about the potential of well-managed employee appraisals. They learn how to best prepare for, conduct and follow up on an appraisal interview – on-site or virtually. 


Gespräche mit Mitarbeitenden konstruktiv und nachhaltig führen

constructively-and-sustainably-conducting-discussions-with-employees

Constructively and Sustainably Conducting Discussions with Employees 

This e⁠-⁠training video features video lectures, tips, mnemonics, transfer tasks, templates, study questions, key messages, and a knowledge check. Participants learn step-by-step how to create a job description, develop a job profile, conduct the job interview, ask the right questions and draw the right conclusions.

Das Bewerbergespräch führen

conducting-the-interview

Conducting the Interview

Decisive strength is an essential skill in an ever faster changing environment. Participants can train this competence in this multimedia e⁠-⁠learning. They learn to quickly decide in which category a topic belongs, what needs to be done immediately and what can be postponed. And they learn methods to systematically prepare good decisions and then be able to make them.

Giving Feedback

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