Entrepreneurial Selling

The course intends to enhance six categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:

1) In regard to factual knowledge, participants are enabled to

• apply salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms),
• understand the specifics and terminology of sales management in various industry sectors,
• define sales performance indicators.

2) In regard to conceptual knowledge, participants are enabled to

• analyze the composition of a buying center,
• classify the dimensions of sales performance management,
• evaluate sales performance KPIs.

3) In regard to selling-specific procedural knowledge, participants are enabled to

• apply a structured sales process and blueprint,
• evaluate approaches for getting access to C-level decision makers,
• evaluate the win probability of an opportunity and identify potential roadblocks,
• evaluate the needs of a customer through questions.

4) In regard to procedural knowledge of sales leadership, participants are enabled to

• provide constructive feedback on selling behavior of others,
• conduct pipeline reviews,
• develop sales forecasts.

5) In regard to general business-relevant procedural knowledge, participants are enabled to

• prepare for business meetings and internal committee sessions,
• make the best out of a limited preparation time budget,
• make concise contributions to meetings,
• constructively build and comment on contributions by other participants in the meeting,
• to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.

6) In regard to metacognitive knowledge, participants are enabled to

• evaluate their own selling behavior and skills,
• evaluate the ethical dimension of a sales leadership situation,
• create a skill profile for sales people,
• to develop criteria of sales excellence.

The course intends to enhance six categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:

1) In regard to factual knowledge, participants are enabled to

• apply salespeople jargon to discussing the status of a sale (such as the decision making unit, red flags, pipeline, RFQ, gatekeepers, and other idioms),
• understand the specifics and terminology of sales management in various industry sectors,
• define sales performance indicators.

2) In regard to conceptual knowledge, participants are enabled to

• analyze the composition of a buying center,
• classify the dimensions of sales performance management,
• evaluate sales performance KPIs.

3) In regard to selling-specific procedural knowledge, participants are enabled to

• apply a structured sales process and blueprint,
• evaluate approaches for getting access to C-level decision makers,
• evaluate the win probability of an opportunity and identify potential roadblocks,
• evaluate the needs of a customer through questions.

4) In regard to procedural knowledge of sales leadership, participants are enabled to

• provide constructive feedback on selling behavior of others,
• conduct pipeline reviews,
• develop sales forecasts.

5) In regard to general business-relevant procedural knowledge, participants are enabled to

• prepare for business meetings and internal committee sessions,
• make the best out of a limited preparation time budget,
• make concise contributions to meetings,
• constructively build and comment on contributions by other participants in the meeting,
• to derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.

6) In regard to metacognitive knowledge, participants are enabled to

• evaluate their own selling behavior and skills,
• evaluate the ethical dimension of a sales leadership situation,
• create a skill profile for sales people,
• to develop criteria of sales excellence.