Quintessence of Sales

Stefan Hase studied business administration in Hamburg and began his career in sales in 1993 at Konica Business Machines. In 1997, he moved to Triumph-Adler, where he became human resource manager. He was there responsible for the operative personnel development of 2.500 employees and the transformation of the company into a sales driven enterprise.On the basis of his rich experience, he founded Wirkung Plus in 2004. The subsidiary Eins Plus – Deutsche Vertriebsakademie followed in 2008. Stefan Hase works as business consultant, trainer, and keynote speaker for many well-known customers – such as Hewlett-Packard, DNV GL, Samsung, and Sennheiser – both on strategic and operational level.Over the last decade he has designed and conducted numerous sales programs in Europe, Asia, North and South America, and trained hundreds of employees in the above-named markets. Besides his highly appreciated classroom sessions, he is also very successful in the field ofcoaching sales managers in their daily business. His accompaniments of relevant projects in markets such as Brazil, China or USA has provided him with a vast experience from eastern to western sales styles. He is one of the few globally experienced sales specialists. Corinna Busch completed her vocational training as a shipping management assistant and received a B.A. in Logistics Management from Hamburg School of Business Administration (HSBA). After three years of working in sales and customer service positions, she studied Organizational Behaviour (M.Sc) at Aston Business School, UK. She studied, among others, the behavior of employees, teams and organizations in the implementation of strategic decisions. She came to Wirkung Plus in April 2012. As sales coach and consultant, she advises, trains and coaches employees from various industries along the sales process. At Eins Plus – Deutsche Vertriebsakademie, she is also responsible for the sales training of students who are enrolled in the FIBAA accredited distance-learning degree course “Sales & Management (B.A.)”. This training program takes place in cooperation with the Euro-FH in Hamburg (University of Applied Sciences).

• Introduction: Essential Sales Know-How.- The Dawn of the Sales Age: A First Basic Understanding.- The Sales Process.- The Sales Environment.- The Sales Team.- Sales Management.- Conclusion: Managing Sales Activities.