In sales, both talent and a high level of commitment are essential. People who want to succeed in times of economic difficulty need to acquire a broad theoretical knowledge which then provides a solid foundation for correct decision making. The Professional MBA in Marketing & Sales meets this requirement.
Especially in times of crisis, the widening difference between successful companies and less successful companies lies in the professional acumen of their sales personnel in the market-place. Indeed, through their success, or lack thereof, they may very well decide the future of a company.
No other department has such close contact with clients, and can therefore better identify and exploit possibilities. For all that, sales personnel find themselves in a tricky position, between the expectations of their company regarding creative solutions to dips in turnover and an increasingly demanding and complex consumer marketplace.
Talent alone is not enough
„To cope with these challenges, sales people still need the oft cited social and soft skills when it comes to interpersonal contact. Nobody would argue with the assertion that, in sales, you need to be able ‚to get on with people’.
However, to rely purely on a natural talent for sales would be fatal“, asserts Prof. Barbara Stöttinger, course leader of the Professional MBA in Marketing & Sales at the WU Executive Academy.
In recession, gut feeling and experience are not sufficient for a company to achieve a sustainable position in the market-place.