applied sales excellence

The overall project objectives of the ‘applied sales excellence training program’ are to develop the consulting sales.


  • To develop an assessment process to map the competencies of each sales person and to align the training with the HR Competency management model.
  • To integrate Marketing in the training effort. To optimize collaboration between sales and marketing they need to gain the same knowledge and skills.

An example of modular approach:

Basic competencies

The sales call: preparation, execution and close

selling: Style, attitude and strategy



(Key) account management

Negotiation, Price negotiation

Procurement techniques

Contract management

After Sales Management

Special topics

Telephone skills

Prospection and cold calling

Sales Channel management

Customer Relationship Management

Proposal writing

Marketing Topics

Campagne management

Lead management

Market Research in B2B

Market and Customer Segmentation

Loyalty management

Sales Management

Coaching On-the-job

Target setting

Leading Sales Teams

Sales planning, forecasting

Pricing strategy