Program Duration: 2 days
Method: Interactive workshops, group work, practical exercises
Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Christian Tröster
Certificate: KLU Executive Education Program Certificate
Participants will learn how to be more effective and more comfortable in their sales role through building a personal brand. In particular, participants will learn how to differentiate themselves and stand out from other sales persons by identifying and articulating their unique value proposition and leveraging it with a consistent message and image. Rather than changing who you are in order to fit customers’ expectations you will identify and enhance traits that you already bring with you.
Further, being able to present oneself, one’s company, and one’s solution in an effective and convincing manner is critical to developing solid relationships with a customer. The workshop will focus on how to effectively convey complex solution information in a simple, yet effective manner, so that individuals feel comfortable with what is being discussed as well as with the individual who is driving the discussion.
Learning Outcomes and Benefits for your Company
The seminar will be taught as a two-day long workshop. It uses a variety of methods to ensure effective learning in a practical context. Occasionally there will be short lectures given by the professor. For another valuable part of the program, however, participants will discuss relevant topics and interact during exercises. Exercises will be completed individually and/or in a group. This set-up should encourage participants to think independently and critically to develop ideas how to improve their sales practice and how their personal branding can benefit their company.