Geprüfter Berufsspezialist für Vertrieb/Geprüfte Berufsspezialistin für Vertrieb

Preparatory courses for the examination take place at the respective educational institution. Learning locations are: for in-person events: training rooms; for digital learning forms (e.g., virtual classroom) and distance learning: at home, possibly training rooms during in-person phases; for combined learning forms (e.g., blended learning): training rooms for in-person events, at home for online learning units.

Occupation type: Advanced training occupation: Specialist for Sales. Type of advanced training: Advanced training examination according to nationwide uniform regulations. Participation in preparatory courses is not required. Duration of advanced training: Varies depending on the educational offer, teaching time (full-time/part-time), and learning format. Tasks and activities: Sales specialists plan measures to optimize sales processes and achieve sales targets. They acquire new customers, strengthen existing relationships, and reactivate contacts using suitable sales instruments and techniques. For example, they analyze customer needs and develop individual offers as required. In consulting discussions and presentations, they explain the function and handling of products, as well as services. They also conduct price and sales negotiations and handle complaints. They analyze market opportunities, develop sales plans, and create sales strategies.

Varies depending on the educational offer, teaching time (full-time/part-time), and learning format.

Distribution of hours (example): Learning and working methodology: 10 teaching hours. Ensuring self-management in sales: 90 teaching hours. Performing operational activities in sales: 120 teaching hours. Designing customer-oriented communication in sales: 90 teaching hours. Total teaching hours: 310 teaching hours.

Course fees are incurred for attending preparatory courses, and examination fees for the examination itself. Additional costs may arise, for example, for work materials, travel to the training location, or external accommodation. Funding opportunities: Preparatory courses for the advanced training examination can be financially supported according to the Advanced Training Assistance Act (Aufstiegsfortbildungsförderungsgesetz). Further information: Aufstiegs-BAföG - Advancement with Funding. Support for particularly talented young professionals: Stiftung Begabtenförderung berufliche Bildung (SBB) - Advanced Training Scholarship.

Ensuring self-management in sales: Optimizing the quality of one's own sales activities, e.g., by using feedback and evaluating sales successes. Applying self-management methods. Performing operational activities in sales: Designing sales activities accordingly for sustainable customer relationships. Identifying customer needs and deriving requirements from them. Evaluating sales key figures and deriving sales measures from changes in customer purchasing behavior. Selecting and applying customer management measures. Planning, conducting, and following up on sales talks and terms negotiations; preparing follow-up activities. Designing customer-oriented communication in sales: Preparing, conducting, and following up on presentations of products and services. Conducting consulting, sales, price, and complaint discussions, using methods of objection handling. Sustainable collaboration with network partners and customers.

In-depth knowledge in the following areas is a good prerequisite for successfully passing the advanced training examination: Economics/Law (e.g., to develop measures and conclude contracts), Marketing (e.g., to use sales-promoting instruments), Communication and Negotiation Techniques (e.g., to advise customers and shape cooperation).

The advanced training consists of theoretical and practical lessons. Depending on the education provider, one should be prepared for the following conditions: Full-time lessons mean full-day classes on at least four weekdays; part-time lessons usually involve career-accompanying training on weekends or in the evenings. For in-person events, lessons are held in a classroom setting at the educational institution (possibly not at your place of residence). In digital learning forms (e.g., virtual classroom), learning takes place exclusively via electronic learning platforms and systems (mostly from home in a classroom setting). In combined learning forms (e.g., Blended Learning), there are in-person events in a classroom setting at the educational institution and self-directed learning via electronic learning platforms and systems from home. For distance learning, the learning material is processed individually from home (high demands on self-discipline and work organization); additional in-person events may also occur.

The following advanced training alternatives are available for the profession of Sales Specialist: In the field of Marketing and Advertising: Business Administrator (Fachschule) for Sales/Marketing/Bachelor Professional in Business, Business Administrator (Fachschule) for General Business Administration/Bachelor Professional in Business, Business Administrator (Fachschule) for Marketing Communication/Bachelor Professional in Business, Certified Marketing Specialist (Geprüfter Fachwirt für Marketing)/Bachelor Professional in Marketing. Commonality: planning and implementing sales-promoting measures. In the field of Sales and Distribution: Certified Business Specialist (Geprüfter Wirtschaftsfachwirt). Commonality: developing and implementing sales strategies.

In 2020, the Vocational Training Act (BBiG) and the Crafts Code (HWO) were amended, introducing advanced training qualifications such as "Geprüfte/r Berufsspezialist/in" (Certified Professional Specialist), "Bachelor Professional," and "Master Professional" to emphasize the equivalence of vocational and academic education. The use of these professional titles depends on the enactment of corresponding new advanced training regulations. In 2023, the regulation on the examination for the recognized advanced training qualification Geprüfter Berufsspezialist/Geprüfte Berufsspezialistin für Vertrieb came into force, and the previous regulation on the examination for the recognized advanced training qualification Geprüfter Fachberater/Geprüfte Fachberaterin im Vertrieb was repealed. In 2024, the Vocational Training Validation and Digitalization Act came into force with adjustments to the Vocational Training Act (BBiG) and the Crafts Code (HWO), including the introduction of a recognition and certification procedure (vocational validation) for individual professional competence.

Qualification Title: Geprüfter Berufsspezialist für Vertrieb/Geprüfte Berufsspezialistin für Vertrieb (Certified Professional Specialist for Sales)

The Specialist in Sales (Geprüfter Berufsspezialist für Vertrieb/Geprüfte Berufsspezialistin für Vertrieb) is a professional advanced training. The examination is uniformly regulated nationwide. It is not required to attend a course to be admitted to the examination.

After their advanced training, Specialists in Sales (Berufsspezialisten und -spezialistinnen für Vertrieb) work in companies across almost all economic sectors. They can maintain, update, and expand their expertise through adaptive advanced training (Anpassungsweiterbildung). The range of topics extends from sales to marketing. For career advancement, further advanced training (Aufstiegsweiterbildungen) can expand and complement existing qualifications. It is a logical step to complete advanced training as a Business Administrator for Foreign Trade (Betriebswirt/in für Außenwirtschaft). With their advanced training qualification, Specialists in Sales can also gain access to university studies (Studium) without a general higher education entrance qualification (schulische Hochschulzugangsberechtigung) and, for example, earn a Bachelor's degree in Marketing, Sales. Starting one's own business is also possible, for example, as an independent sales representative.

For the examination: Ordinance on the Examination for the Recognized Advanced Training Qualification with the Designation Certified Specialist in Sales (Geprüfter Berufsspezialist für Vertrieb or Geprüfte Berufsspezialistin für Vertrieb) (Vertrieb-Fortbildungsprüfungsverordnung - VertrFPrV) of 21.09.2023 (BGBl. 2023 I Nr. 258). Further: Certified Specialist in Sales (Geprüfter Berufsspezialist für Vertrieb/Geprüfte Berufsspezialistin für Vertrieb) - Framework Plan with Learning Objectives, 2024 (German Chamber of Industry and Commerce - DIHK).

The prerequisite for admission to the advanced training examination is usually: the final examination in a recognized 3-year vocational training (Ausbildung) OR a final examination in a recognized 2-year vocational training and corresponding professional experience OR the acquisition of at least 60 credit points (Leistungspunkte) in a university study (Studium) and corresponding professional experience OR at least 4 years of professional experience with significant relevance to tasks in the field of sales/distribution.