Sales & Sales Management

Not being successful is as clearly measurable as sales success itself. As such, Global DiVision will teach you how to make the right connections to the right customers and write the proposals which drive your sales and your profit margin.

Sales and sales management training is an important tool in sustainably improving the competitiveness and success of an organisation’s sales departments. Building and maintaining the right levels of motivation for sales employees is a very important aspect in the development of a business, especially for your products, services and for day-to-day tasks.

Please find the courses that suit your needs in the overview or contact your advisor at Global DiVision to develop your own personal action plan.

Please choose from our range of seminars on the bottom or contact one of our consultants.

Where am I today?
Your job includes achieving the best possible purchasing terms for your company. Your responsibility is to ensure that the profit made between purchasing and sales should be as high as possible. Fair conditions which result in win-win solutions between your company and your suppliers are important to you.

What is in it for me?
You will become familiar with the underlying methods, tasks and objectives in purchasing. The course will demonstrate which factors are critical to success. Using product-specific, technical and economic arguments, you will learn to conduct negotiations in a targeted and problem-oriented manner. You will also lean to effectively develop relationships with your negotiation partners.

Which methods do we apply?
Knowledge, case studies and exercises will form the core of the learning process which is divided into parts, in order to understand systematic purchasing techniques. What you have learned, can be transferred directly to your workplace. In order to make knowledge tangible, the facilitator will discuss experiences and needs of individual participants.

What do I experience?

  • Tasks and the role of purchasing in the company
  • Target systems and their role in purchasing
  • Procurement market (market analysis, monitoring and forecasting)
  • Internal vs.. external customers
  • Your own negotiating style
  • Basics of communication
  • Centralised and decentralized purchasing
  • Proposals and comparison of proposals
  • Objective criteria for choosing suppliers
  • Basic structures in the procurement process
  • Contribution to net profit
  • Personal action plan

How much time do I invest?
3 days

Where am I today?
For incoming calls, you frequently use the phone for the processing of orders as a sales tool. You work in service or are engaged in telemarketing or in order entry.

What is in it for me?
Our seminar will enable you to create a positive environment for your customers by engaging in a service-oriented dialogue for incoming calls. This in turn creates a relaxed platform which can be used for additional sales.

Which methods do we apply?
The seminar is divided into sections. Some of them will transfer knowledge, whilst others will be based on the facilitator’s experience. General telephone exercises and case studies are part of the learning process and you can immediately begin to put what you have learned on the phone to practice. Participants’ experience and their individual circumstances are also taken into consideration.

What do I experience?

  • Telephone techniques and proper handling of the phone
  • Leading the dialogue with customers on the service phone
  • Tackling of objections and complaints
  • Identify buying motives and responding individually
  • Systematic sales and closing techniques
  • Empathy on the phone
  • Personal action plan

How much time do I invest?
2 days

Where am I today?
You use the phone to take care of your existing customer base and to attract new customers, with the aim of generating revenue for your company or for communicating to or obtaining specific information from your client.

What is in it for me?
Our seminar will enable you to attract the attention of the person on the phone, to remember the details of the conversation and to be assertive with your message. You will be able to break down existing barriers and negative attitudes towards sales on the phone with the appropriate conversation techniques.

Which methods do we apply?
The seminar is divided into sections which will alternate between knowledge-transferring instructions by the facilitator and his experience from the workplace. Various telephone exercises and case studies are part of the learning process and you can immediately begin to put what you have learned on the phone to practice. Participants’ experience and their individual circumstances are also taken into consideration.

What do I experience?

  • Telephone techniques and proper operation of the phone
  • Achieving goals through positive selling awareness
  • Identifying customers’ needs and responding accordingly
  • Confident tackling of objections and complaints
  • Systematic sales and closing techniques
  • Empathy on the phone
  • Personal action plan

How much time do I invest?
2 days

Where am I today?
As a member of the sales team or as part of your secretarial work, your task is to make appointments with existing or potential customers and business partners.

What is in it for me?
With the knowledge from our course, you will not only be able to arrange more sales and appointments, you will also be able to ensure that they are at a much higher level, with previously communicated content and agenda.

Which methods do we apply?
The seminar is divided into sections. Some will transfer knowledge, whilst others will be based on the facilitator’s experience. General telephone exercises and case studies are part of the learning process and you can immediately begin to put what you have learned on the phone to practice. Participants’ experience and their individual circumstances are also taken into consideration.

What do I experience?

  • Telephone techniques and proper operation of the phone
  • Your attitude is the key factor in your success
  • Preparing for systematic phone calls
  • Confident tackling of objections
  • Motivating customers to agree to appointments
  • Empathy on the phone
  • Personal action plan

How much time do I invest?
1 day

Where am I today?
You have been entrusted with the planning and execution of your company or product presentations or are in direct contact with your customers at exhibitions.

What is in it for me?
Global DiVision will help you to learn to plan presentations whilst keeping an eye on financial issues, so that your company’s exhibition pays off. Also discover how to identify the interests and needs of your customers, maximize visiting hours at the booth for sales meetings and make contacts outside of your own booth.

Which methods do we apply?
We will be addressing all of the situations which occur from planning and implementation to following up your presentations. In addition to the knowledge, we will be equipping you with tools which you can use to achieve your goals at the next exhibition in order to consider individual experiences and needs of participants; please bring booth drawings, customer invitations, examples of brochures and booth-staffing rosters to the seminar with you.

What do I experience?

  • Identifying exhibition objectives
  • Preparing your participation in a goal-oriented and fashionable manner
  • Bring the right customers onto the booth
  • Establishing new contacts on and off the booth and building relationships
  • 30 seconds to make your best impression
  • Unique features of meetings at trade fairs and exhibitions
  • Identifying the needs of the customer and responding accordingly
  • The numbers game: How do I measure the success of an exhibition?
  • Effective follow-ups after the exhibition
  • Personal action plan

How much time do I invest?
1 day

Where am I today?
In your position, at any level, you have contact to customers. As a result, in every conversation, whether in person or on the phone, you are the business card of your company. You are selling the company’s good reputation and as such, you establish the basis for the sale of products and/or services.

What is in it for me?
In this seminar you will learn to identify important tasks and to take them on. Your new knowledge will make you capable of having a positive impact on the overall business performance of their company, based on your behavior and your customer contact skills.

Which methods do we apply?
The seminar is divided into several sections; it combines important knowledge with the practical experience of your facilitator. Building on the foundations of the concept of service, case studies and practical exercises guarantee a learning process from which you can directly transfer the knowledge learnt to your day-to-day life. We will not be working on unknown scenarios, but on your specific needs.

What do I experience?

  • Why you are relevant as an ambassador of your company
  • Customer expectations and how to strengthen relationships
  • What is my attitude and motivation
  • Results-oriented communication
  • Gathering and forwarding information
  • Understanding and resolving concerns and objections of customers
  • Personal action plan

How much time do I invest?
2 days

Where am I today?
As a store manager, retail employee or temporary employee your tasks will be to establish customer contacts within the shortest possible time-frame and to use them for a successful sale.

What is in it for me?
This Global DiVision seminar will provide you with the energy and motivation to successfully give your clients advice in the store and to guide them through the buying process. You will learn to identify the needs and requirements of your customer and skillfully give them options, to professionally handle concerns and objections and to turn interest into enthusiasm. What you learn in training will reward you through improved success in the workplace. It will also enable you to compete with colleagues or employees and the knowledge can be immediately applied to your workplace.

Which methods do we apply?
The course is divided into sections including brief role plays and other practical exercises which follow each of the preceding lessons. Here, the coach is an observer and will correct you until your new behavior in the sales conversation can be seamlessly transferred to your day-to-day workplace situation. The participants’ level of knowledge will be taken into account by linking the exercises to examples from the job.

What do I experience?

  • Personal motivation and attitude to sales and the customer
  • The four steps of successful selling
  • Identifying customer needs and presenting confidently
  • Personal action plan

How much time do I invest?
2 days

Where am I today?
You sell or present ideas, goods, services or projects over and beyond the country’s borders and conduct negotiations or discussions with foreign partners at all levels.

What is in it for me?
Intercultural competence is one of the USPs in the consulting and training services offered by Global DiVision. You will be prepared to identify markets abroad, sharpen your awareness for individual foreign customs and habits and to avoid intercultural pitfalls when contacting your foreign trade partners.

Which methods do we apply?
This in-depth course will prepare you for international tasks through projects, case studies, exercises and role plays. Each participant receives personal and useful advice based on their specific needs, which in turn, can be transferred directly to the workplace. The course is being offered either in German or in English.

What do I experience?

  • “Acclimatize” your personal selling style
  • Cross-cultural conversational skills
  • Customer motives with efficient communication and appropriate body language
  • Country-specific sales and discussion techniques
  • Presenting successfully in foreign languages
  • Adapting sales strategy and tactics to the target market
  • Listening carefully, observing precisely, acting assertively
  • Personal action plan

How much time do I invest?
3 days

Where am I today?
You sell or present ideas, goods, services or projects and would like to expand your previously-acquired skills from a basic sales training for more personal success in the workplace.

What is in it for me?
In this seminar, we will be motivating you to lead your sales conversations with even more energy. You will become even more confident through concrete feedback from the trainer and the group. You will also optimize your style and will learn how to achieve the desired results based on specific ideas and, as a result, will be able to build and grow a satisfied customer base.

Which methods do we apply?
Because you already have a basic understanding of sales and know how to use your sales tools, we will train you by using a case study from your daily workplace. You will then evaluate your approach based on video recordings and will receive recommendations supplemented by case studies and supporting knowledge.

What do I experience?

  • Summary: The basic sales techniques
  • Training: video evaluation of your sales performance
  • Ideas: Optimising your selling style, using goal-oriented sales material
  • Communication: Finding the right words
  • The humane factor
  • Personal development plan

How much time do I invest?
2 days

Where am I today?
You’re experienced in selling ideas, goods, services or projects and want to increase your probability of success by learning the ability to understand the psychological motives of buying.

What is in it for me?
This seminar will enable you to assess the expectations of customers and the role which you play. You will improve your ability to differentiate between various types of customer by building trust based on goal-oriented communication.

Which methods do we apply?
The introduction to a psychological behavioral model not only leads to a more detailed look at your customer, but also to a better self-assessment. Discussions and contributions by the facilitator bring knowledge and practice together. Exercises based on case studies are used in order to get the highest level of personal commitment in the course. In practice, this training will help you to experience a significant difference in your sales performance.

What do I experience?

  • Question: What does your most difficult customer expect from you?
  • It is you that creates confidence!
  • Gestures, body language, language: That’s how you “read” your customers
  • Psychology: Learn more about what drives your customer
  • Types: The sales strategy needs to match your customers needs
  • Similarities: Understand what your profile and that of your customer have in common
  • Communication: Speak the language of your customers
  • Make a plan

How much time do I invest?
This course is split into two modules, initially with three days in a row followed by an additional training day (3 days + 1 day).

Where am I today?
For example, as a sales, district or area manager, you’re responsible for the results of one or more external teams to which you do not have daily contact.

What is in it for me?
Global DiVision’s field sales management methods will give you a clear picture of tasks and will improve your skills in the areas of communication and motivation. You will learn to set team priorities, to delegate properly and to coach employees.

Which methods do we apply?
Your Global DiVision coach is himself an experienced sales manager. His experience, as well as exchanging experience with other participants, group work and solving individual exercises will give you knowledge and the ability to transfer what you have learned to the workplace.

What do I experience?

  • Managing sales with authority and professionalism
  • Effective communication, leadership and motivation of external teams
  • Delegating tasks, controlling assignments
  • Effective sales meetings
  • Recognizing potential and coaching employees
  • Solving problems, resolving conflicts
  • Developing a personal action plan

How much time do I invest?
3 days

Where am I today?
Your job is to advise your clients on the acquisition of complex technical systems or products which extends the sale for prolonged periods is.

What is in it for me?
It can take a long time to get from the initial interest to closing the contract, especially, for investments, where the quality of the relationship with the customer ultimately determines success. Global DiVision will equip you with the planning skills and communication tools in order to help you to get to your destination efficiently. You will rebuild your motivation to create a satisfied customer base, where synergetic relationships can be cultivated and maintained and where quality can be appreciated by both sides.

Which methods do we apply?
Knowledge, case studies and exercises are part of the learning process which is divided into sections by the subject matter of project sales. What you have learned can be directly transferred to your professional life. To make knowledge tangible, the facilitator will individually focus on the need and experiences of each participant.

What do I experience?

  • Project Sales: Connections for great results, results which form relationships
  • Assess markets, analyze competitors
  • Your motivation and your personal selling style
  • Systematically selling complex systems
  • Opening dialogue
  • Identifying customers’ needs
  • Communicating confidently
  • Effective argumentation
  • Taking financial aspects into account
  • Working with objections and concerns and difficult customers.
  • Effective use of available meeting time
  • Closing sales: Next in line please!
  • Personal action plan

How much time do I invest?
3 days

Where am I today?
When the phone rings, whether you are working at the reception, service or office, it is one of your duties as an employee to represent your company.

What is in it for me?
This Global DiVision course will prepare you to answer incoming calls in a friendly and efficient manner and to present the company’s image to the outside world. We will show you how you communicate well with customers in a way that will make them glad to call you again.

Which methods do we apply?
The seminar is divided into sections. Some sections will transfer knowledge. Other sections will be based on the facilitator’s experience. General telephone exercises and case studies are part of the learning process and you can immediately use what you have learned on the phone to practice. Participants’ experience and their individual circumstances are also taken into consideration.

What do I experience?

  • Telephone techniques and proper operation of the phone
  • Achieving results with service awareness
  • Techniques of effective communication
  • Confident tackling of objections and complaints
  • Empathy on the phone
  • Personal action plan

How much time do I invest?
1 day

Neuro-linguistic Programming I

Where am I today?
As a Manager, or in an operational role at any level, it is important to act in the company’s interest and by communicating clearly to get what’s available from the person you are communicating with.

What is in it for me?
In this course, you will learn to act in a controlled manner in familiar or even difficult conversational situations. You will practice communication techniques which will help you to come across as sympathetic in discussions. On the other hand it will enable you to achieve realistic objectives during your meetings.

Which methods do we apply?
Neuro-linguistic Programming is a set of communication techniques and patterns for analysis and perception. You will analyze the reactions of your opposite partners to particular stimuli and “program” new reactions. During training, this will happen after discussions and dialogues by studying in supervision groups of only two or three people. We will be basing it on your individual life situation and finding ways of improvement by optimizing success-oriented communication.

What do I experience?

  • History, facts and opinions on Neuro-linguistic Programming
  • Setting realistic goals
  • Asking precise questions, analyzing responses
  • How to utilize and modify the other party’s reactions
  • Acting upon reservations
  • Communication cycles
  • Personal action plan

How much time do I invest?
3 days

Neuro-linguistic Programming II

Where am I today?
From the first NLP Seminar I, as a manager, or in your job at any level of the company, you already have the underlying understanding of effective communication based on neuro-linguistic programming and want to further develop your skills.

What is in it for me?
In our seminar, you will learn to understandably communicate your message in easy or difficult conversation situations with enthusiasm for the cause even in large groups. You will practice, even in a harsh tone, not to lose the control of the dialogue, and if necessary, to change the level of abstraction as well as to use your imagination and metaphors to communicate.

Which methods do we apply?
Neuro Linguistic Programming is a set of communication techniques and patterns for analysis and perception. You will analyze the response of the person you are dealing with to certain stimuli and to “program” new reactions. During training, this will happen after discussions and dialogue by testing in supervised groups of only two or three people. We will apply learning to your individual day-to-day situations and find ways to improve them by success-oriented communication.

What do I experience?

  • Reflect on contents from the training module „NLP I“
  • The five communication channels
  • The ten rules of communication
  • Re-framing, metaphores, equivalents
  • Identifying hidden messages, wrapping messages in words
  • Personal objectives and action plan

How much time do I invest?
3 days

Where am I today?
You want to communicate as efficiently as possible internally and with external customers in writing in order to achieve goals and maintain contacts.

What is in it for me?
This seminar, held at Global DiVision, will make you more aware of language and new ideas for correspondence that has impact for your customer. We will strengthen your sense of style for writing in the digital world as well as the analog media. Furthermore, we will provide suggestions for communicating in a easily understood and modern language.

Which methods do we apply?
Based on participants’ own materials, the seminar will continuously move between theory and practice. It will help to familiarize yourself with the current rules of modern language and punctuation and will demonstrate through various exercises what you can expand on and what makes sense to continue to work on.

What do I experience?

  • The principles of written communication
  • Accurate formulation of messages
  • Smartly selecting media
  • The grammatically correct language
  • Structuring text cleanly
  • Your personal action plan

How much time do I invest?
1 day

Request Course on this Topic

In addition to the open seminars which can be booked (dates below on this page), we differentiate between two other types of services which could be planned for your premises or at a venue of your choice. Our project management will gladly assist in finding and booking the right venues and appropriate settings. By clicking on the following links, you will find detailed information about the respective scope of services:

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