(March 14-15 2018 - Campus Düsseldorf, Germany)

Sales - From Contact to Contract

How to acquire projects and develop customers

Excellence Program “Sales - From Contact to Contract” covers all sales aspects of business-to-business relations within a two day course. It examines important situations in the acquisition of customer projects, customer relationship management, and sales staff management. Decisive acquisition situations include preliminary discussions, pitches to top decision-makers, and price negotiations, for example. Conflict situations such as additional services in fixed-rate contracts, effective networking and crucial management situations (e.g. status discussions on the project pipeline) are also covered. The program contents are applied directly in case studies and role plays.

Sample questions:

  • How can I discern whether I merely serve as a price benchmark during a pitch and do not stand a chance of winning the contract?
  • Which negotiation tactics and tricks can I prepare myself for?
  • How can I deal with sales employees who threaten to leave for a direct competitor?

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General Course Information

  • Two-Day intensive course from 14th - 15th March 2018 in Düsseldorf
  • Specialisation on decisive acquisition situations include preliminary discussions, pitches to top decision-makers, and price negotiations
  • Guiding Lecturer: Prof. Dr. Ove Jensen
  • Industry Experts: To be announced soon
  • Tuition language and language for Pre-readings will be in English
  • ECTS points are awarded upon completion with option of having these points counted towards the "General Management Program in Sports Business"
  • The number of study places will be limited to 30
  • Admission Requirements: At least two years of professional experience
  • Tuition: 2.500 €

Guiding Lecturer

Prof. Dr. Ove Jensen

Ove holds the Chair of Sales Management and B2B Marketing at WHU. His focus areas include consultative selling, price management, and sales force leadership. Before his academic career, Ove was the managing director of a consulting company and market research organisation. Today, he supports companies with management seminars and as a project mentor. Over the past few years, over 1,000 managers have participated in his seminars. He is the founding editor of the Sales Management Review, and has delivered keynote speeches at countless sales conferences.

Industry Experts in previous programs

Joachim Hilke

Fanatics Germany

Alexander Jobst

Chairman of the Board Marketing
FC Schalke 04

Carsten Cramer

Director Sales, Marketing & Business Development Borussia Dortmund