Analysis of the functions/activities of a sales specialist

 What does the day-to-day work of a sales specialist look like? Which activities are carried out and how often?

Sales specialists work both in the office and in the field. There they take on a wide range of management tasks as well as key account management. For example, they are entrusted with the planning and coordination of various projects and activities, design sales management and sales planning concepts, develop suitable marketing tools and work to ensure that sales targets are successfully achieved. Thanks to their knowledge of business management and economics, they can make well-founded decisions that lead to an increase in sales volume. Sales specialists, who primarily work in field sales, mainly drive active sales, conclude sales negotiations, look after key customers and develop customer and market development strategies. A sales specialist specializing in internal sales is able to plan and implement all internal sales tasks. They are also qualified to manage an internal sales department.

Target group and skills: Who is the professional examination for sales specialists with a federal certificate suitable for? What qualities and skills are required?

The "Sales Specialist (BP)" course and professional examination are suitable for

• Professionals in the fields of sales, marketing, PR, communication* who would like to deepen their knowledge and obtain a federal certificate and thus give their career a boost.
• Professionals in the fields of marketing, sales, communication, PR, who see their vocation or future activity in sales and would like to prove their knowledge accordingly.
• Experienced and ambitious sales people who would like to take on more responsible tasks and/or the management of a sub-area or team.

Sales professionals should have the following personal qualities and skills:

• Analytical skills
• Good manners
• Communication skills
• Sociability
• Flexibility
• Independence
• Liability
• Personal initiative
• Negotiating skills
• Organizational talent
• Load capacity

* for example:

• Assistants to the sales management or marketing management
• Marketing and sales clerk
• Employees in the field sales force
• Employees in telephone, trade fair and store sales
• Assistants to the PR or advertising management
• Customer service employees
• Public Relations or Advertising Officer

Requirements for admission to the professional examination for sales specialists with a federal certificate:

In order to be able to take the professional examination for sales specialists, you must, by the time of the examination or examination registration

• have proof of a federal certificate of proficiency (EFZ, three-year apprenticeship), a diploma from a state-recognized commercial secondary school/diploma middle school/technical middle school or a high school diploma

And

• Have at least 2 years of relevant professional experience

Or

• Have a federal vocational certificate (EBA) in a profession with at least two years of basic vocational training

And

• Have at least 3 years of relevant professional experience.

You will find out whether you have been admitted to the professional examination at least three months before the start of the examination with a written notification including reasons and information on legal remedies in the event of rejection.

Note: Some schools may be prepared to admit you to a preparatory course for the professional examination for sales specialists with a federal certificate if you do not (yet) meet the criteria for admission to the federal examination. You are then responsible for ensuring that you meet the necessary requirements at the time of the examination/application for the examination.

Subject matter and content of the training

The subject matter and content of the preparatory courses for the federal vocational examination for sales specialists with a federal certificate are based on the specifications of the sponsoring body for the vocational examination, the Swiss Association for the Vocational Examination for Sales Specialists (VFL) with a federal certificate.

The following topics / areas are the focus of the preparatory courses for the professional examination for management specialists:

• Marketing basics and marketing instruments and marketing strategies
• Sales planning and distribution
• Sales processes
• Sales interaction and network maintenance
• Market research and statistics
• Finance and accounting
• Controlling
• (Internal) communication/PR, communication tools
• Economy and law
• Project management
• Presentation and sales techniques

Costs and financing of further training

The costs vary depending on the provider. The following costs are to be expected for the 3-semester in-service training to become a sales specialist with a federal certificate:

• Course feesBetween CHF 12,200 and CHF 14,460 Of this, you will receive a refund of around 50% from the federal government after the examination (regardless of the result).* Note: Members of the Kaufmännischer Verband receive a member discount of up to 10% on the course costs.You can find more information here.
• Examination feesThe examination fee is set by the sponsoring body of the professional examination and currently amounts to CHF 2,500 (as of March 2023). The examination fee is paid by the candidates after admission has been confirmed.
• Extra costsSome providers charge extra costs for teaching materials, training documents and simulation exams. Please contact the provider of your choice directly to find out what additional costs you can expect.

*Since 1.1.2018, preparatory courses for federal professional examinations (BP) and higher professional examinations (HFP) have been financially supported by the federal government. Graduates of these courses can therefore be reimbursed up to 50% (max. CHF 9,500 for BP, max. CHF 10,500 for HFP) of the course costs paid after taking the federal examination. In exceptional cases of hardship, the federal contributions are also paid out in advance.

Duration of study, number of lessons and learning effort

• Duration:The sales specialist training, further training for the federal certificate takes 2-3 semesters and is completed on a part-time basis. A two-semester course is only possible with appropriate prior knowledge.
• Lesson times:The course takes place on different days and times depending on the school. There are evening courses and day courses. Usually on two evenings per week or all day on one weekday (Monday-Saturday) per week. For details, please contact the school of your choice directly.
• Teaching format:Many schools now offer a mix of face-to-face and online courses (online, hybrid teaching, blended learning) as well as self-study.
• Thanks to the in-service training concept, you can apply and deepen the learning material in practice straight away. Nevertheless, you should allow sufficient time for preparation and follow-up of the lessons and for self-study - how much depends on your prior knowledge, working style and learning speed. We recommend that you allow at least 4-6 hours per week as a precaution.

Note: Some schools offer so-called "taster lessons". This gives you the opportunity to gain an insight into the lessons and the learning atmosphere. Important aspects on the way to a successful graduation. It is best to contact the school of your choice directly for a taster lesson.

Degree, diploma and title

The professional examination for sales specialists with a federal certificate takes place annually if at least 70 candidates meet the admission requirements, otherwise every two years. It can be taken in German, French or Italian.

Candidates are notified at least 30 days before the start of the written examination and at least 20 days before the start of the oral examination. The invitation includes the examination program (place and time of the examination as well as aids to be brought along or permitted) and the list of experts

The final examination for the federal certificate for sales specialists comprises a total of 7 parts:

1. basics (written, 120 minutes)

In this written examination, basic knowledge in the area of sales and marketing is tested.

2. guided case study Marketing & Sales (written, 180 minutes)

The guided case study is based on the central tasks and processes of sales specialists in the fields of action "Self and project management", "Carrying out analyses", "Realizing market performance", "Designing communication", "Designing distribution"

3. guided case study planning (written, 180 minutes)

In this part of the examination, the guided case study focuses on conception and planning. It focuses on the processes and tasks of sales specialists in the fields of "Planning sales activities and managing sales processes", "Ensuring sales processes administratively" and "Implementing sales interactions".

4. guided case study implementation (written, 120 minutes)

The guided case study in this part of the exam focuses on "Implementation" and the areas of action "Planning sales activities and managing sales processes", "Ensuring sales processes administratively" and "Implementing sales interactions".

5th post-basket task (written, 90 minutes)

In this part of the exam, candidates prioritize and plan various activities from a sales specialist's working day.

6. presentation and expert discussion (oral, presentation 140 minutes, expert discussion 30 minutes)

Candidates work on a case study or a practical task, which they then present to a panel of experts. They then answer questions from the experts.

7. role play (oral, 30 minutes)

In this part of the exam, a customer meeting is simulated.

 

Diploma and title

Graduates of the professional examination receive a federal certificate and are entitled to use the federally recognized and protected title "Sales specialist with federal certificate".

• In French: "Spécialiste de vente avec brevet fédéral"
• In Italian: "Specialiste in vendite con attestato professionale federale"
• In English: "Sales Specialist, Federal Diploma of Higher Education" (Attention: No protected title only a recommendation)

Note: Sales specialists with a federal certificate have the opportunity to acquire the Europe-wide recognized EMC certificate for "Junior Sales Manager".You can find out more here.