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Teilnehmende CAS Sales Management

CAS Sales Management

For your successful career in sales
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Would you like to play an active role in restructuring your company’s sales activities? Maybe you’d like to boost your own sales performance? In the digital age, the increased focus on the entire customer journey, the shift to customer experience management, and the development of personalized shopping experiences through digital tools like AI all have a vital role.

This executive education course from the Institute for Marketing and Consumer Insight comprises six modules (over a total of 18 days) covering the latest insights and developments in the world of sales, focusing in particular on B2C and B2B sales. Upon successful completion, you will receive a Certificate of Advanced Studies (CAS) in Sales Management.

Overview

Facts

Graduation: Certificate of Advanced Studies (CAS)
Program Language: German
Start date: 29 August 2023
Duration: 18 days (6 modules each 3 days)
Location: Weiterbildungzentrum Holzweid, St. Gallen
Investment: CHF 18750
Porträt Thedda Deecke

Personal consultation

Thedda Deecke
Tutor
Phone: +41 71 224 28 58
Book consultation

Course Goals

During six three-day modules, you will gain future-focused impetus for your sales management, develop innovative sales concepts and learn to adopt a digital mindset in your sales management activities.

  • You will also complete a range of transfer projects to apply what you learn during the CAS course in your company.
  • After this executive education course, you will be able to set priorities in sales management and independently develop and implement sales management concepts.
  • Familiarize yourself with the latest innovations and developments in digital sales to secure the efficacy and efficiency of professional sales management and the use of associated tools in your company.

Curriculum

Strategic Sales Management
29 – 31 August 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Strategic Sales Management

29 – 31 August 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

How do individual companies manage to achieve peak performance in sales, and what makes them successful? You will acquire various methods that you can use in your company to become even more successful in the long term.

  • Learn to increase your company’s overall sales performance through sales excellence and value selling.
  • Increase your conversion rates through structured sales funnel management.
  • Learn how to make the most of sales automation without losing personalization in sales.
Active Selling
26 – 28 September 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Active Selling

26 – 28 September 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

What are the characteristics of outstanding sales managers? We train you individually with experts from the field to increase your negotiation success at the table.

  • Learn how to approach all customers individually and serve them effectively based on their specific personalities.
  • Empower yourself and your employees to determine and enforce the optimal price for your products and services in a strategic and market-oriented manner.
  • Learn how you can further improve your personal sales performance and appear confident in negotiation situations.

This module can be booked individually.

Individual booking price: CHF 3900

Leading Sales
17 – 19 October 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Leading Sales

17 – 19 October 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Leadership in sales is fundamentally different from leadership in other functions. We show you the tools to motivate your employees and colleagues in the best possible way and bring them to peak performance.

  • Achieve sustainable high performance in your sales organization through the concept of organizational energy.
  • Master the increasing demands on current leadership and motivation of your sales teams.
  • Learn methods to successfully deal with complex management challenges through systematic and networked thinking.

This module can be booked individually.

Individual booking price: CHF 3900

B2B Marketing (Elective Module)
24– 26 October 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

B2B Marketing (Elective Module)

24– 26 October 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

The unique characteristics of the business-to-business (B2B) business place high demands on marketing and sales. Today, successful suppliers differentiate themselves through customer-related services that offer real added value in cooperation with the various contacts on the customer side. Marketing technically sophisticated and complex products and services requires systematic analysis and implementation, which require deep technical and methodological expertise.

Contents: Strategic B2B and industrial goods marketing, sales and customer management, specifics of B2B business, buying center marketing, B2B communication (value selling), trade show, event and digital content marketing, lead management, account-based marketing, CRM, predictive analytics, service-dominant logic.

This module can be booked individually.

Individual booking price: CHF 3900

Management of Sales Processes (Elective Module)
14 – 16 November 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Management of Sales Processes (Elective Module)

14 – 16 November 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Almost all high performing companies have established a formal sales process. We will show you how to significantly increase sales performance in your company through efficient management of sales processes.

  • Digital innovations also increase the expectations of your consumers and the complexity of sales. Learn to master this complexity and create a real competitive advantage.
  • Digitalization is also changing the impact of globalization on supply and demand: we show you how to perform at your best, even in an international environment.
  • Tap into untapped potential and make the best use of synergies through optimal collaboration between sales and marketing.

This module can be individually booked.

Individual booking price: CHF 3900

Value-based Customer Management
5 – 7 December 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Value-based Customer Management

5 – 7 December 2023
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Artificial intelligence enables a much more precise segmentation and prioritization of your customers. Learn how to effectively save time and get the most out of every lead.

  • Learn how you can use chatbots to segment your customers and optimally address their needs.
  • Master increasing customer demands through value-based management and customer prioritization.
  • Learn how to best represent the role of key account management in digital times.

This module can be booked individually.

Individual booking price: CHF 3900

Sales in Digital Times
23 – 25 January 2024
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Sales in Digital Times

23 – 25 January 2024
Weiterbildungszentrum Holzweid (WBZ), St. Gallen

Digitalization in sales places new demands on the salespeople of tomorrow. We will familiarize you with the necessary mindset and technologies and apply them to the market in a target-oriented manner.

  • Learn how industry-leading companies use digital innovations to reshape their sales.
  • Learn about the latest technologies, from predictive analytics to sales automation to agile customer insights, and how you can make the most of them.
  • Design incentive and compensation systems in digital times.

Individual booking price: CHF 3900

Details

Benefits for your personal development:

  • Advance within your organization thanks to developed professional and personal skills
  • Boost your efficacy and efficiency by mastering tried-and-tested tools
  • Exchange experiences with sales managers from various sectors and embrace the opportunity to expand your network

Benefits for your company:

  • Secure long-term profitability and growth for your company with the concepts, methods and tools you need to develop a long-term, sustainable sales strategy
  • Professionalize the work of your sales team
  • Apply what you learn directly to the challenges your company faces even during the course; permanent transfer of knowledge

This intensive sales management training course addresses experienced managers and high-potential professionals across all sectors who work in sales and customer management. It is an executive education course for sales professionals who have a passion for their work and would like to deepen their expertise in sales further. There are no requirements regarding previous qualifications.

This intensive course comprises six three-day modules, each focusing on a different topic. Each module runs from Tuesday to Thursday, with an evening program on Wednesday evening.

In the third module, you can select a focus for your studies by choosing between two electives: an intensive seminar in managing sales processes or an intensive seminar in B2B marketing. Visit the intensive seminars’ web pages for further information. If you are having difficulty deciding between the two electives, we would be happy to advise you and help you find the most suitable option for you.

You can obtain a module plan from the current edition of the course from the course leader.

We use various methods to ensure you can implement learning content in your company, including examining your performance in three areas. First, you must attend at least 90% of the classes for each module. Second, at the end of each module, you must submit a written paper to the seminar leader to demonstrate learning transfer (approx. ten pages; graded). Third, you will complete a group project across the modules. The task is to produce a written analysis of a topic and give a final presentation (both elements are graded).

Option to extend studies to diploma level (DAS-HSG) You can choose to extend the CAS Sales Management course with the CAS Marketing Management course and a diploma thesis to earn the DAS Sales Executive (HSG) worth 30 ECTS credits.

Admission to the course is at the discretion of the program director. They will take into account your professional background, qualifications and completed training. An academic university-level degree or qualification is not a precondition of admission.

As our intensive courses are often fully booked well in advance, we recommend contacting the seminar leader right away. Making a reservation is the best way to secure a place with no obligation to proceed and also gives you time to make any internal organizational arrangements.

The total price for the course is CHF 18750 for 18 days of teaching (6 x 3-day modules). It includes all documentation, books, lunch and refreshments. It does not include the costs of travel, accommodation, evening meals and communal events.

Icon Händeschütteln
100%
Cross-sector network building
Icon Kompetenz
98%
Professionalisation of the tasks of a sales manager
Icon Zukunft
96%
Ensuring future viability and competitiveness in sales
  • The intensive study program is recommended for all those who want to develop themselves further. I manage to enhance my personal professional profile and at the same time create measurable added value for my company. I have taken a lot with me personally and I am very motivated to apply what I have learned!
    Remo Hediger
    Sales Representative at Arthur Weber AG c/o BRINER
  • It is very important to me personally that I can create new ideas and approaches for my team and myself. We are currently experiencing many structural changes in sales, which is why I have chosen a course of study that deals with practical methods and deals with the current market challenges (dealing with digitalization and the multi-channel world). Break out of the daily work routine for once and benefit from other industry experiences!
    Thomas Keller
    Sales Manager at Basler Versicherung AG
  • For me personally, I learn above all new sales strategies, new theories and operational skills. These are very practical and I can quickly apply them in my job. What I particularly like about the intensive studies is that we have a good mix of different industries and the lecturers come from both research and practice. It's the mix that makes it special for me!
    Caroline Schwär
    Head of Marketing / Digital & Key Account Management Dermatology & Health at Merz Pharma (Schweiz) AG

Lecturers

Porträt Prof. Dr. Marcus Schögel
Prof. Dr.
Marcus Schögel
Associate Professor at the Institute for Marketing and Customer Insight at the University of St.Gallen
Prof. Dr.
Christian Schmitz
Professor of Sales Management and Chair at the Sales Management Department of the Ruhr University Bochum
Porträt Michael Weibel
Dr.
Michael Weibel
Managing Director at the Center for Industrial Marketing AG
Prof. Dr.
Heike Bruch
Full Professor for Leadership and Director at the Institute for Leadership and Human Resource Management, Head of the Organizational Energy Programme and Academic Director of the International Study Program at the University of St.Gallen
Dr.
Marc Baumgartner
CEO of Würth AG
Porträt Philine Werner-Betz
Dr.
Philine Betz-Werner
Trainer, Consultant & Executive Coach for Strategic Marketing
Porträt Björn Ivens
Prof. Dr.
Björn Ivens
Holder of the Chair of Business Administration at the University of Bamberg
Porträt John Charles
John Charles
Head of Sales at Schweizerische Post
Porträt Valentin Ade
Valentin Ade
Founder The Negotiation Studio
Porträt Guglielmo Imbimbo
Guglielmo Imbimbo
Owner and Trainer memoris consulting GmbH
  • Porträt Prof. Dr. Marcus Schögel
    Prof. Dr.
    Marcus Schögel
    Associate Professor at the Institute for Marketing and Customer Insight at the University of St.Gallen
  • Prof. Dr.
    Christian Schmitz
    Professor of Sales Management and Chair at the Sales Management Department of the Ruhr University Bochum
  • Porträt Michael Weibel
    Dr.
    Michael Weibel
    Managing Director at the Center for Industrial Marketing AG
  • Prof. Dr.
    Heike Bruch
    Full Professor for Leadership and Director at the Institute for Leadership and Human Resource Management, Head of the Organizational Energy Programme and Academic Director of the International Study Program at the University of St.Gallen
  • Dr.
    Marc Baumgartner
    CEO of Würth AG
  • Porträt Philine Werner-Betz
    Dr.
    Philine Betz-Werner
    Trainer, Consultant & Executive Coach for Strategic Marketing
  • Porträt Björn Ivens
    Prof. Dr.
    Björn Ivens
    Holder of the Chair of Business Administration at the University of Bamberg
  • Porträt John Charles
    John Charles
    Head of Sales at Schweizerische Post
  • Porträt Valentin Ade
    Valentin Ade
    Founder The Negotiation Studio
  • Porträt Guglielmo Imbimbo
    Guglielmo Imbimbo
    Owner and Trainer memoris consulting GmbH

Next Steps

Brochure Reserve Apply
Porträt Thedda Deecke

Personal consultation

Thedda Deecke
Tutor
Phone: +41 71 224 28 58
Book consultation

Executive Education at the IMC

Decisive for our success in executive education at the Institute for Marketing and Customer Insight (IMC) at the University of St.Gallen (HSG) are the holistic view of problems, orientation towards the reality of the markets, relevance of the content, competent lecturers, intensive interaction with the participants and new approaches for an efficient transfer of learning into practice.

The courses are modular and offer different seminars that can be booked individually. The individual seminars attended can also be credited towards a certificate (CAS) or diploma (DAS) at a later date. You will receive an officially recognised certificate from the University of St.Gallen for all further education courses attended. Our lecturers are from the University of St.Gallen and other renowned international business schools as well as personalities with proven practical experience. The HSG is known worldwide for its pioneering research and unique practical orientation.

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