Customer Centric Sales Management / Managing Sales - Seminar / Kurs von ESMT Berlin - European School of Management and Technology GmbH

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 Customer 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 customer-centric 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 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

 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


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

Termine und Orte

Datum Dauer Preis
Berlin, DE
13.12.2021 - 15.12.2021 24 h Jetzt buchen ›

SG-Seminar-Nr.: 1709795


  • 13.12.2021 - 15.12.2021

    Berlin, DE

Preise inkl. MwSt. Es können Gebühren anfallen. Für eine exakte Preisauskunft wählen Sie bitte einen Termin aus.

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Datum Dauer Preis
Berlin, DE
13.12.2021 - 15.12.2021 24 h Jetzt buchen ›