facebook ΚΕΔΙΒΙΜ/ΟΠΑ

Retail Sales - IPE

Short Overview
The program “Sales Training - IPE” is organized by the KEDIVIM of the Athens University of Economics and Business under the auspices of the Sales Institute of Greece (IPE) and is aimed at its members and all sales executives who wish to acquire a high-level training in sales and a valuable asset in their professional career. Sales are the link between a business and the market. It is the most important function of a business in terms of its impact on its revenues, while playing an important role in implementing the business strategy, achieving business goals, and its overall sustainability. The program offers a systematic and comprehensive training of career executives in the field of sales. Trainees gain substantial knowledge and skills in Sales, emphasizing the most recent practices and techniques used by the most successful sales executives. After completing the program, trainees will be able not only to know but also to successfully use sales strategies, tools, and techniques in practice as trained professionals.
Learning Goals
Upon the completion of the program, trainees will be able to
  • Implement a sales process based on successful Marketing principles, understand and adapt to customer buying behavior as well as modern trends,
  • Effectively follow the stages of a sales process,
  • Apply different approaches and techniques tailored to the type of sale,
  • Apply customer service practices and effectively manage customer complaints,
  • Identify and effectively manage key customers,
  • Improve interpersonal communication skills with customers and partners and develop professionally,
  • Propose and implement merchandising methods and promotional activities,
  • <
  • Effectively leverage digital media and the internet in sales processes.
Program Value
The program offers participants the appropriate cognitive tools on sales principles, customer behavior, customer service, etc., as well as practical skills related to increasing efficiency, effective communication techniques, negotiation techniques with customers so that they can use the knowledge they will gain to design and implement successful sales. It is designed for individuals with both extensive and limited experience in sales who wish to acquire modern training and specialization in this critical function of businesses and add an important asset to their resume that certifies their training in sales and promotes their career and success.
Evaluation Method And Final Grade Computation
Assessment is based on participation in an online exam at the end of each module and completion of assignments or interactive exercises in each module. Successful completion of the program and award of a training certificate requires a final grade of at least 50%.
Learning Method Description
The program uses the eLearning educational method: learning takes place purely asynchronously (that is, on days and hours that serve the trainee, without mandatory attendance at a specific time or day), exclusively remotely (using a special educational platform via the internet from the trainee's area) and using digital educational tools such as video lectures, interactive self-assessment exercises, and other elearning tools that ensure effective and flexible individual self-learning. The program's training material becomes available at specific time periods, based on the training path followed, and then remains available on the training platform without restrictions throughout the duration of the program.
Under the auspicies of IPE
Teaching Language
Application deadline: 15/05/2024
Program start: 22/05/2024
Program completion: 15/09/2024
Scientific area
Way to follow
ECTS units: 3
Hours of asynchronous training: 80
Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
Additional hours of employment: 10
Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
Total hours: 90
The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
Weeks of training: 16
Weeks in which activities of any kind are planned are included.
Vocational Education and Training Certificate
Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
Target Audience
  • Existing sales executives.
  • Individuals who want to work in sales and are interested in gaining professional training in the subject.
Prerequisite Knowledge
  • High school diploma.
  • Basic computer skills (word processing, worksheets, browsers, e-mail).
Scientific Responsible
Mode And Frequency Of Communication
Communication between trainers and trainees is purely asynchronous, via e-mails and/or personal messages through the training platform.
The total amount of tuition is €680 and is paid in three installments. The first installment, of €250, is paid as an advance payment before the start of the courses, to secure the position, and the other two, of €230 and €200, are paid during the program. In the event of a discount, the above amounts are reduced proportionally. Especially in the case of a 20% discount, the above amounts are €544 (total amount), €250 (first installment - ??advance payment), €194 (second installment) and €100 (third installment).
Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


46, Kefallinias Str., 11251, Athens

  • dummy kedivim-opa@aueb.gr

  • dummy+30 210 8203 912

For the in Class programs:

  • dummydz@aueb.gr

  • dummy+30 210 8203 916, 912, 914

For the eLearning Programs:

  • dummysecretary@elearning.aueb.gr

  • dummy+30 210 8203 753

Οικονομικό Πανεπιστήμιο Αθηνών

© Copyright KEDIVIM - Athens University of Economics & Business