Technical consultant in the field service (IHK)

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A certified specialist advisor in sales (IHK) is a qualification measure of the IHK for salespeople who work in sales and want to gain further qualifications in this functional area.

Content (modular)

With regard to pure sales practice such as negotiation and communication or marketing and sales , the measure offers targeted further training, but without deepening in the area of ​​general business administration or scientific knowledge.

Exam subjects

  1. Methodical work using modern information technology
  2. Doing business with consideration of cost / benefit aspects
  3. Identify market opportunities and use the marketing instruments in a targeted manner
  4. Check and process legal questions from sales practice
  5. Make customer contacts effective and efficient.

The examination is carried out in writing and orally.

Admission requirements

The test includes persons who have successfully passed a final examination in a three-year commercial apprenticeship and have at least six months of commercial practice or a successfully passed final examination in another apprenticeship and have at least 18 months of commercial practice. The commercial professional experience must be useful for professional training to become a specialist advisor in the field.

By way of derogation, secondary school leavers without training can be admitted to the examination if, by submitting certificates or in another way, it can be demonstrated that knowledge, skills and experience have been acquired that justify admission.

The specialist advisor is the first promotion qualification , others are specialist sales clerks (IHK) and trade specialist .

Practical relevance

Since the establishment of the occupational profile, the DIHK has only partially succeeded in giving the seller a uniform basic qualification with the help of the specialist advisor (IHK) . The extensive advanced training (duration approx. 10 months full-time) can usually only go through the unemployed and the part-time variant with a duration of 18 months requires just as much effort as significant higher-quality advancement qualifications. The advancement qualifications to commercial or business economist with a focus on marketing or advertising specialist at various educational institutions require similar investments in time and money, but lead to a higher-quality qualification.

However, with regard to pure sales practice and content such as sales psychology and argumentation or handling objections or price negotiations, the program offers targeted training.

literature

  • Wolfgang T. Kehl and Bernd Stelzer: The technical adviser in the field. 4 vol., Max Schimmel Verlag, ISBN 3920834267

Web links