Program Overview

Introduction to the CAS Sales Management Program

The CAS Sales Management program is a comprehensive, 18-day course designed for experienced sales professionals and high-potential individuals seeking to enhance their skills and knowledge in sales management. The program is offered by the University of St.Gallen, a renowned institution for its futuristic research and unique practical orientation.

Program Overview

• Duration: 18 days, divided into 6 modules of 3 days each
• Location: Weiterbildungzentrum Holzweid, St. Gallen
• Language: German
• ECTS Points: 10
• Certificate: Certificate of Advanced Studies (CAS) in Sales Management

Program Objectives

The CAS Sales Management program aims to equip participants with the latest insights and developments in sales management, focusing on B2C and B2B sales. Upon completion, participants will be able to:

• Develop innovative sales concepts
• Acquire a digital mindset for sales management
• Implement practical, transferable work in their organizations

Curriculum

The program consists of six modules, each with a specific theme:

1. Strategic Sales Management
   • Dates: August 25-27, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Achieving high performance in sales, sales excellence, and value-oriented sales control
2. Active Selling
   • Dates: September 15-17, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Personal sales success logic, managing personal business relationships, and the influence of cognitive biases in sales
3. Leading Sales
   • Dates: October 20-22, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Sales team management, motivation, and leadership in sales
4. B2B Marketing and Sales (Elective Module)
   • Dates: November 10-12, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Strategic B2B and industrial goods marketing and sales, customer management, and the specifics of B2B business
5. Sales Process Optimization (Elective Module)
   • Dates: November 17-19, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Value-oriented control, key account management, and price strategy in sales
6. Digitalization and Sustainability in Sales
   • Dates: December 8-10, 2026
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Digital innovation, customer expectations, and the use of artificial intelligence in sales
7. Future of Sales
   • Dates: January 19-21, 2027
   • Location: Weiterbildungzentrum Holzweid, St. Gallen
   • Focus: Future sales scenarios, digital sales strategies, and sales 4.0

Admission Criteria

• The admission decision is at the discretion of the program leadership.
• Consideration is given to the applicant's professional background and previous education.
• An academic university or university of applied sciences degree is not required.

Investment

• The total participation fee is CHF 18,750 for 18 study days.
• Included in the fee are all materials, books, lunch, and refreshments.
• Not included are costs for travel, accommodation, dinner, and social events.

Benefits

• Personal Development: Advancement in your organization, increased effectiveness and efficiency, and a branch-overlapping network of sales executives.
• Benefits for Your Company: Long-term profitability and growth, professionalization of sales tasks, and direct implementation of learned concepts into your company's challenges.

Lecturers

The program features a range of experienced lecturers from the University of St.Gallen and other renowned institutions, including:

• Prof. Dr. Marcus Schögel
• Prof. Dr. Christian Schmitz
• Dr. Michael Weibel
• Prof. Dr. Heike Bruch
• Dr. Marc Baumgartner
• Dr. Philine Betz-Werner
• Prof. Dr. Björn Ivens
• John Charles
• Dr. Valentin Ade

Further Programs

The University of St.Gallen offers additional programs, including:

• DAS Sales Executive
• CAS Marketing Management
• Intensive Seminar Excellence in Key Account Management

Conclusion

The CAS Sales Management program at the University of St.Gallen is designed to provide sales professionals with the knowledge, skills, and network necessary to succeed in today's fast-paced sales environment. With its comprehensive curriculum, experienced lecturers, and focus on practical application, this program is an ideal choice for those seeking to enhance their sales management capabilities.