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Teilnehmende bei einer Weiterbildung

Intensive Seminar Value-based Customer Management

Address the right customers optimally

Would you like to know how to segment and target your customers in a meaningful way? In the intensive three-day seminar Customer Types and Customer Segmentation you will acquire the latest insights and developments for meaningful segmentation and periodizing your customer groups. You will become familiar with tools and methods to increase your sales performance sustainably.

Upon successful participation, you will receive a certificate from the University of St.Gallen, which can be credited towards the CAS Sales Management.

Benefit from the latest knowledge and developments in sales, and professionalize your sales management. As an advanced training opportunity in sales, the Institute of Marketing and Customer Insight offers six modules with the latest insights and developments in sales, focusing on B2C and B2B sales. You will complete this 18-day course with a Certificate of Advanced Studies, the HSG Intensive Studies CAS Sales Management.

Overview

Facts

Graduation: Seminar Certificate
Program Language: German
Start date: 5 December 2023
Duration: 3 days
Location: Weiterbildungzentrum Holzweid, St. Gallen
Investment: CHF 3900
Porträt Thedda Deecke

Personal consultation

Thedda Deecke
Tutor

Course Goals

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.

Details

Increase your sales performance sustainably, segment and prioritize your customers in a meaningful way and thus use your resources in a targeted and efficient manner. Learn which solutions are suitable for small, medium and large companies

The seminar “Customer Types and Segmentation” is aimed at experienced executives and high potentials from sales and customer management in all industries. It is an executive program for sales executives who are passionate about their profession and want to further expand their sales knowledge and skills through an additional qualification. An academic degree is not required.

The intensive seminar takes place from Tuesday to Thursday, with a social event on Wednesday evening. Upon request, we will be happy to send you a module plan from the current cohort.

A transfer paper reinforces the implementation of your insights to your company. For this purpose, you will submit an individual learning transfer in written form after completing the module (approx. ten pages, grading will take place). Here you will apply the concepts and methods you have learned to challenges in your company, and you will receive individual feedback.

Extension option to CAS up to the diploma degree. You can count the intensive seminar “Customer Types and Segmentation” towards the CAS Sales Management. Optionally, you can expand this with the CAS Marketing Management and a diploma thesis to the further education diploma DAS Sales Executive HSG with a total of 30 ECTS.

Admission is at the discretion of the head of studies. We will pay attention to your professional and educational background. An academic university or technical college degree is not required.

Since our intensive courses are often booked up early, we recommend that you contact the seminar management as soon as possible. A reservation is an ideal way to secure a place without obligation and make organizational arrangements in the meantime.

The total participation fee amounts to CHF 3900 for 3 study days, including learning transfer. All learning materials, books, lunch and refreshments during breaks are covered. Not included are the costs for arrival and departure, accommodation, dinner and joint evening events.

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
Porträt Dirk Zupancic
Prof. Dr.
Dirk Zupancic
Managing Director and Founder at DZP Prof. Dr. Dirk Zupancic Projects GmbH
Andreas Gebhart
Head of Sales at Siemens Smart Infrastructure
  • 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
  • Porträt Dirk Zupancic
    Prof. Dr.
    Dirk Zupancic
    Managing Director and Founder at DZP Prof. Dr. Dirk Zupancic Projects GmbH
  • Andreas Gebhart
    Head of Sales at Siemens Smart Infrastructure

Next Steps

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.

Overview Executive Education