NO.1IN GERMANY

AND AMONGTHE BEST IN THE

WORLD

CUSTOMER CENTRIC SALES MANAGEMENT

December 14 – 16, 2020ESMT Berlin

MANAGE THE MAIN CHALLENGES THAT CONFRONT YOUR COMPANY

IN SALES MANAGEMENT

The age of the “product pusher” is long gone – sales managers nowadays are trusted and collaborative consultants for their clients. To live up to this ideal,

sales leaders need to develop a customer-centric strategy and organization.

Customer centricity is a concept that is touted by many companies yet is difficult to implement. To support sales lead­ers in this endeavor, participants of the program Custom er Centric Sales Management will acquire the latest customer centricity toolset and learn from the successes and failures of other companies: from understanding customers’ wants to decoding customers’ true needs, from gaining customers’ buy-in to aligning internal processes. In the aim of creating customer­centric sales personnel with clearly defined roles, tasks, and selling behavior, participants will develop new ideas to improve their own sales business, receive feedback from faculty and peers, and leave the program with a concrete action plan.

KEY TOPICS ✓ Understanding customer strategies: from collecting

specifications to understanding needs ✓ Bringing digital offerings to market and selling complex

service solutions ✓ Improving customer centricity and transforming sales

management through digital technologies ✓ Managing change to build a customer-centric culture

KEY LEARNINGS ✓ Experience disruptive approaches to customer-centric

selling and its key elements ✓ Get to know new frameworks and concepts, research

insights, and best-practice examples ✓ Understand how to create high-performing sales

personnel with clearly defined roles, tasks, and selling behavior

✓ Capitalize on the exchange between executives from different industries

METHODSInteractive lectures, case study discussions, exercises in small groups, guided workshops.

KEY BENEFITSAll ESMT programs are practice-oriented and generate fresh perspectives. In this program participants will familiarize themselves with new research and disruptive approaches to sales management and learn how to integrate customer centricity into company culture and daily operations. Addi-tionally, the program will capitalize on the exchange between executives from different countries, industries, and compa-nies – a network whose collective knowledge will continue to benefit participants once they return to their organizations.

WHO SHOULD ATTEND

Managers with several years of professional experience in sales, marketing, or customer management.

REPRESENTATIVE JOB TITLES OF FORMER PARTICIPANTS INCLUDE

Account Manager, Branch Manager, Business Development Manager, CEO, CFO,

Commercial Director, Customer Relationship Director, Director,

Head of Department, Head of Procurement, Key Account Management, Managing Director,

Marketing Manager, Payroll Expert, Product Specialist, Regional General Manager,

Regional Sales Management, Relationship Manager, Sales Manager,

Senior Relationship Manager, Strategy Manager, Vice President

COMPANIES REPRESENTED INCLUDE

ABB Schweiz, Allianz, attrax, Bundesdruckerei, Celesio, CNN International,

COLUMBUS McKINNON Engineered Products, Daimler, Deutsche Bank, E.ON,

GEHE Pharma Handel, Lufthansa, MAN, Raiffeisen Waren­Zentrale Rhein­Main, RWE,

Siemens, SKF, Te Data, T. Garanti Bankasi, Taiwan External Trade Development Council,

thyssenkrupp, UniCredit Bank, uniper

COUNTRIES REPRESENTED INCLUDE

Austria, Belgium, Brazil, Bulgaria, China, Czech Republic, Egypt, France, India, Ireland, Italy,

Liechtenstein, Luxembourg, the Netherlands, Poland, Portugal, Romania, Russia, Spain,

Sweden, Switzerland, Turkey, United Kingdom, United States

PARTICIPANT GROUPS

Dr. Winfried Haneklaus, Justiziar, Leiter der Stabsstelle Recht,

Ruhrverband

This is a well-structured, practice-oriented program offering new

insights on client satisfaction and including an international network

of faculty and peers.

LEI LU, Program Director

LEI LU (PROGRAM DIRECTOR)Lei joined ESMT in 2017 and started to work as a Program Director since 2019. She studied in Zhejiang University (China) and obtained her Bachelor Degree in Communication Science. Further, she pursued her Master Degree at Univer­sity of Bremen (Germany), focusing on media culture and communication management. Her international profile is supplemented by various working experience in China and Germany. There she developed professional capabilities in corporate communication, market ing strategy and project management. Lei’s ongoing projects include executive edu­cation programs for German, Chinese as well as other inter-national clients on finance, sales management and digital transformation.

JOHANNES HABELis an associate professor at Warwick Business School. In his research and teaching he focuses on the management of sales, services and marketing. Johannes’ primary area of interest is the role of digitization as well as sales and service psychology. Johannes’ research has been published in some of the world’s most renowned academic management jour­nals, such as the Journal of Marketing and the Journal of the Academy of Marketing Science.

ULF SCHÄFERis an Associate Professor of Practice Leadership, Organiza­tion & Human Resources of SDA Bocconi in Milan and an affiliated program director at ESMT Berlin. He studied Philos­ophy, Mathematics, Logic and Theory of Science in Bonn, Knoxville, and Berkeley as well as Business Admin istration in Rotterdam and London (Canada). Ulf was a lecturer of Phi­losophy at Bonn University, a strategy consultant with A.T. Kearney, a co­founder of The Launch Group, a manager at Daimler Chrysler, and the director and head of strategy con­sulting at Sapient. Between 2005 and 2019, Ulf contributed to establishing ESMT as a global leader in Executive education.

OLAF PLÖTNER is a professor at ESMT Berlin. He was one of the first faculty members to join ESMT in 2002. Olaf’s current research and teaching focus is on strategic management, industrial market management, and sales management in global B2B markets. Olaf is a visiting professor at the Darden School of Business, University of Virginia, and at Antai College of Economics and Management, Jiao Tong University in Shanghai. Olaf also worked as a consultant at the Boston Consulting Group in Frankfurt and as a director at Siemens AG in Boston.

FACULTY

❝

POSTGRADUATE DIPLOMA IN MANAGEMENT –

YOUR RETURN ON INVESTMENT

For more information go to: execed.esmt.berlin/diploma

POSTGRADUATE DIPLOMA IN

MANAGEMENT

ESMT Berlin is accredited by: ESMT Berlin is a member of:

Join us:

OPEN PROGRAMSOFFERED

45AWARDED

POSTGRADUATEDIPLOMAS

> 100PARTICIPANTS

PER YEAR

> 900 35FACULTYMEMBERS

KEY FACTS ABOUT ESMT OPEN PROGRAMS

OPEN PROGRAMSOFFERED

45AWARDED

POSTGRADUATEDIPLOMAS

> 100PARTICIPANTS

PER YEAR

> 900 35FACULTYMEMBERS

KEY FACTS ABOUT ESMT OPEN PROGRAMS

OPEN PROGRAMSOFFERED

45AWARDED

POSTGRADUATEDIPLOMAS

> 100PARTICIPANTS

PER YEAR

> 900 35FACULTYMEMBERS

KEY FACTS ABOUT ESMT OPEN PROGRAMS

OPEN PROGRAMSOFFERED

45AWARDED

POSTGRADUATEDIPLOMAS

> 100PARTICIPANTS

PER YEAR

> 900 35FACULTYMEMBERS

KEY FACTS ABOUT ESMT OPEN PROGRAMS

OPEN PROGRAMSOFFERED

45AWARDED

POSTGRADUATEDIPLOMAS

> 100PARTICIPANTS

PER YEAR

> 900 35FACULTYMEMBERS

KEY FACTS ABOUT ESMT OPEN PROGRAMS

The Postgraduate Diploma in Management is a univer­sity­level certificate offered by ESMT Berlin. To acquire this diploma, candidates have to enroll for a minimum of 18 program days spread over a period of 30 months. The postgraduate syllabus covers all major topics on leadership and general management.

We have further divided the course of study into three tracks: Leadership and Social Responsibility, Managing Technology, and General Management. The tracks allow participants to customize their course of study to suit their personal needs.

The programs have been designed – and will be led – by ESMT faculty members and ESMT visiting faculty, who will advise participants throughout their studies. Programs are offered in both German and English.

Tuition fees vary, depending on the number of programs participants choose.

Customer Centric Sales Management is part of the cluster Managing Technology and Strategy and countstoward 3 of the 18 days necessary to gain the diploma.

TUITION: €3,800*Tuition fee includes program attendance, all materials (usually in electronic form), any online access and the certificate of attendance. Travel costs and a daily delegate fee are not included.

*Program prices are net prices. Value-added tax will be added where it is legally required. Deductions for items such as banking fees, withholding taxes, or cash discounts for prompt payment are not possible. According to Art. 132 (1) i of the Council Directive 2006/112/EC of 28 November 2006 on the common system of value added tax, this service is exempt from VAT.

For general terms and conditions, and details on the application process please go to: execed.esmt.berlin/gtc

CONTACT USOur admissions team office will be glad to answer any questions you might have regarding this program.

ESMT European School of Management and Technology GmbH

ESMT BerlinSchlossplatz 110178 BerlinGermany

programs@esmt.org+49 30 21231-3130

execed.esmt.berlin/salesexeced.esmt.berlin