Sales Follow-up
Mastering Complexity


Continuous and consistent individual improvement in

  • selling competence
  • social competence
  • methodical competence

Target group

This training builds on the gustavkäser Sales basic training. The participants deepen their previous learning to further develop their skills and increase their influence.


Selling competence

  • Objective-oriented behaviour for different phases during the sales process
  • Elaboration of strategies to convince in different sales situations

Social competence

  • Analysis of the participants regarding their personal strengths and weaknesses. Feedback on their effect on others (self-perception and perception by others)
  • Elaboration of starting points and strategies to recognise the type of customer and to adapt oneself accordingly in an optimum way
  • Improving the ability to build and to intensify personal relationships
  • Learning about one's own behavioural preferences in an experiential way

Methodical competence

  • Methodical proceeding in preparing and conducting a negotiation
  • Developing positive thinking strategies and implementing them when dealing with customers
  • Strategic methodologies for complex sales situations
  • Aspects of perception and decision making


  • Practice-oriented intensive training
  • Exercises, role plays, to cover the above-mentioned content
  • Analysis and coaching on current practical situations
  • Transfer from theory into practice by setting objectives and participants' practice reports
  • Personal action plan and implementation
  • Development of best practice procedures


The gustavkäser Learning Journey



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