{"id":5158,"date":"2021-06-01T12:58:47","date_gmt":"2021-06-01T12:58:47","guid":{"rendered":"https:\/\/iwp-training.de\/professionell-verkaufen-2\/"},"modified":"2022-03-11T09:36:22","modified_gmt":"2022-03-11T09:36:22","slug":"professional-sales-2","status":"publish","type":"page","link":"https:\/\/iwp-training.de\/en\/professional-sales-2\/","title":{"rendered":"Professional Sales II"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales II[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Steering customer communication with the right strategy and technology[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]The <b>positive effect of appreciative communication<\/b> and structured <b>guidance<\/b> through all the phases of the sales process form the core of this course. Participants learn how to build a &#8220;bridge&#8221; from the <b>product features to the customer benefits<\/b> with a targeted <b>needs analysis<\/b> and a mature <b>argumentation<\/b>.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to optimise their customer-oriented benefit argumentation as a link between needs analysis and conclusion of a contract.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Recognition<\/b> and <b>appreciation<\/b><\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Conversation guide<\/b> MONDIAL<\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Positive language patterns<\/b> and their effect on communication<\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>C<\/b>ustomer-<b>O<\/b>riented <b>B<\/b>enefit <b>A<\/b>rgumentation<\/li>\n<\/ul>\n<p>[\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]<\/p>\n<ul>\n<li><b>Dialogue techniques<\/b> for the sales process<\/li>\n<\/ul>\n<p>[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2360&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units<br \/>\n2 x 90 minutes of virtual classroom<br \/>\n1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales II[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Steering customer communication with the right strategy and technology[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]The positive effect of appreciative communication and structured guidance through all the phases of the sales process form the core of this course. Participants learn how to build a &#8220;bridge&#8221; from the product features to the customer benefits with a targeted needs analysis and a mature argumentation.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to optimise their customer-oriented benefit argumentation as a link between needs analysis and conclusion of a contract.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Recognition and appreciation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Conversation guide MONDIAL [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive language patterns and their effect on communication [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Customer-Oriented Benefit Argumentation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Dialogue techniques for the sales process [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2360&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units 2 x 90 minutes of virtual classroom 1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-5158","page","type-page","status-publish","hentry","post-no-thumbnail"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/iwp-training.de\/en\/professional-sales-2\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik\" \/>\n<meta property=\"og:description\" content=\"[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales II[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Steering customer communication with the right strategy and technology[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]The positive effect of appreciative communication and structured guidance through all the phases of the sales process form the core of this course. Participants learn how to build a &#8220;bridge&#8221; from the product features to the customer benefits with a targeted needs analysis and a mature argumentation.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to optimise their customer-oriented benefit argumentation as a link between needs analysis and conclusion of a contract.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Recognition and appreciation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Conversation guide MONDIAL [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive language patterns and their effect on communication [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Customer-Oriented Benefit Argumentation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Dialogue techniques for the sales process [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2360&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units 2 x 90 minutes of virtual classroom 1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/iwp-training.de\/en\/professional-sales-2\/\" \/>\n<meta property=\"og:site_name\" content=\"Institut f\u00fcr Wirtschaftsp\u00e4dagogik\" \/>\n<meta property=\"article:modified_time\" content=\"2022-03-11T09:36:22+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/professional-sales-2\\\/\",\"url\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/professional-sales-2\\\/\",\"name\":\"Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#website\"},\"datePublished\":\"2021-06-01T12:58:47+00:00\",\"dateModified\":\"2022-03-11T09:36:22+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/professional-sales-2\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/iwp-training.de\\\/en\\\/professional-sales-2\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/professional-sales-2\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Startseite\",\"item\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Professional Sales II\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#website\",\"url\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/\",\"name\":\"Institut f\u00fcr Wirtschaftsp\u00e4dagogik\",\"description\":\"Moderne und nachhaltige Trainings\",\"publisher\":{\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#organization\",\"name\":\"IWP\",\"url\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/iwp-training.de\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/logo_iwp_klein_menue.png\",\"contentUrl\":\"https:\\\/\\\/iwp-training.de\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/logo_iwp_klein_menue.png\",\"width\":160,\"height\":45,\"caption\":\"IWP\"},\"image\":{\"@id\":\"https:\\\/\\\/iwp-training.de\\\/en\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/www.linkedin.com\\\/company\\\/iwp-institut-f\u00fcr-wirtschaftsp\u00e4dagogik\\\/\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/iwp-training.de\/en\/professional-sales-2\/","og_locale":"en_US","og_type":"article","og_title":"Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik","og_description":"[vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; overlay_background=&#8221;custom&#8221; overlay_custom_background=&#8221;#30a348&#8243; overlay_opacity=&#8221;80&#8243; background_image=&#8221;2172&#8243; custom_background_color=&#8221;#30a348&#8243;][vc_column][tm_spacer size=&#8221;xs:70;lg:100&#8243;][tm_heading tag=&#8221;h1&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:25;sm:43;md:45;lg:45&#8243;]Professional Sales II[\/tm_heading][tm_spacer size=&#8221;lg:20&#8243;][tm_heading tag=&#8221;h2&#8243; custom_google_font=&#8221;&#8221; google_fonts=&#8221;font_family:Poppins%3A300%2Cregular%2C500%2C600%2C700|font_style:400%20regular%3A400%3Anormal&#8221; font_weight=&#8221;400&#8243; xs_align=&#8221;center&#8221; text_color=&#8221;custom&#8221; custom_text_color=&#8221;#ffffff&#8221; font_size=&#8221;xs:17;sm:20;md:20;lg:20&#8243;]Steering customer communication with the right strategy and technology[\/tm_heading][tm_spacer size=&#8221;xs:70;lg:100&#8243;][\/vc_column][\/vc_row][vc_row lg_spacing=&#8221;padding_top:40&#8243;][vc_column custom_border_color=&#8221;#30a348&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221; css=&#8221;.vc_custom_1646987655197{padding-top: 20px !important;}&#8221;]Key details of this training course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_bottom:80&#8243; xs_spacing=&#8221;padding_bottom:40&#8243;][vc_column width=&#8221;1\/2&#8243; order=&#8221;xs:3&#8243; offset=&#8221;vc_col-md-6&#8243; sm_spacing=&#8221;padding_top:40&#8243; lg_spacing=&#8221;padding_right:50&#8243; xs_spacing=&#8221;padding_right:0&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]The positive effect of appreciative communication and structured guidance through all the phases of the sales process form the core of this course. Participants learn how to build a &#8220;bridge&#8221; from the product features to the customer benefits with a targeted needs analysis and a mature argumentation.[\/tm_heading][tm_spacer size=&#8221;lg:40&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; xs_align=&#8221;center&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Target group[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]All employees who wish to optimise their customer-oriented benefit argumentation as a link between needs analysis and conclusion of a contract.[\/tm_heading][\/vc_column][vc_column width=&#8221;1\/2&#8243; custom_border_color=&#8221;#ffffff&#8221; background_color=&#8221;custom&#8221; xs_spacing=&#8221;border_right:20;border_left:20&#8243; offset=&#8221;vc_col-md-6&#8243; custom_background_color=&#8221;#f5f5f5&#8243; lg_spacing=&#8221;padding_right:50;padding_left:50&#8243;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Duration[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image image=&#8221;3549&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-10 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]approx. 20 hrs[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_separator color=&#8221;custom&#8221; css_animation=&#8221;fadeInUp&#8221; accent_color=&#8221;#3b464c&#8221;][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_heading tag=&#8221;h4&#8243; custom_google_font=&#8221;&#8221; font_size=&#8221;xs:16;lg:20&#8243;]Course formats[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner content_placement=&#8221;middle&#8221;][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3550&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Pr%C3%A4senztraining&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]classroom training[\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/3&#8243; offset=&#8221;vc_col-md-2 vc_col-xs-4&#8243; xs_spacing=&#8221;padding_top:20&#8243; sm_spacing=&#8221;padding_top:30&#8243;][tm_image action=&#8221;custom_link&#8221; image=&#8221;3551&#8243; custom_link=&#8221;url:https%3A%2F%2Fiwp-training.de%2Fblended-learning%2F|title:Blended%20Learning&#8221;][\/vc_column_inner][vc_column_inner width=&#8221;2\/3&#8243; offset=&#8221;vc_col-md-4 vc_col-xs-8&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;]blended learning[\/tm_heading][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:20;lg:30&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; background_color=&#8221;custom&#8221; background_image=&#8221;3075&#8243; custom_background_color=&#8221;#f5f5f5&#8243;][vc_column][tm_spacer size=&#8221;xs:40;lg:80&#8243;][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Contents in detail[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][vc_row_inner][vc_column_inner width=&#8221;1\/2&#8243;][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Recognition and appreciation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Conversation guide MONDIAL [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Positive language patterns and their effect on communication [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Customer-Oriented Benefit Argumentation [\/tm_heading][tm_heading tag=&#8221;div&#8221; custom_google_font=&#8221;&#8221;] Dialogue techniques for the sales process [\/tm_heading][\/vc_column_inner][vc_column_inner width=&#8221;1\/2&#8243; xs_spacing=&#8221;padding_top:20&#8243;][tm_image xs_align=&#8221;center&#8221; image=&#8221;2360&#8243; lg_spacing=&#8221;padding_right:25&#8243; xs_spacing=&#8221;padding_right:10;padding_left:10&#8243;][\/vc_column_inner][\/vc_row_inner][tm_spacer size=&#8221;xs:40;lg:80&#8243;][\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row&#8221; content_placement=&#8221;top&#8221; lg_spacing=&#8221;padding_top:80;padding_bottom:80&#8243; xs_spacing=&#8221;padding_top:40;padding_bottom:40&#8243;][vc_column][tm_heading custom_google_font=&#8221;&#8221; align=&#8221;center&#8221;]Scope of the course[\/tm_heading][tm_spacer size=&#8221;xs:20;lg:30&#8243;][tm_grid content_align=&#8221;center&#8221; centered_items=&#8221;1&#8243; equal_height=&#8221;1&#8243; equal_height_elements=&#8221;.tm-box-image.style-01&#8243; columns=&#8221;xs:1;sm:2;md:2;lg:2&#8243; column_gutter=&#8221;lg:50&#8243; item_max_width=&#8221;xs:315;lg:500&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3551&#8243; heading=&#8221;Blended learning&#8221; text=&#8221;approx. 11 hrs of digital self-learning units 2 x 90 minutes of virtual classroom 1 day of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][tm_box_image image_size=&#8221;custom&#8221; image=&#8221;3550&#8243; heading=&#8221;Classroom training&#8221; text=&#8221;2 days of classroom training&#8221; image_size_width=&#8221;100&#8243; image_size_height=&#8221;100&#8243;][\/tm_grid][\/vc_column][\/vc_row]","og_url":"https:\/\/iwp-training.de\/en\/professional-sales-2\/","og_site_name":"Institut f\u00fcr Wirtschaftsp\u00e4dagogik","article_modified_time":"2022-03-11T09:36:22+00:00","twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/iwp-training.de\/en\/professional-sales-2\/","url":"https:\/\/iwp-training.de\/en\/professional-sales-2\/","name":"Professional Sales II | Institut f\u00fcr Wirtschaftsp\u00e4dagogik","isPartOf":{"@id":"https:\/\/iwp-training.de\/en\/#website"},"datePublished":"2021-06-01T12:58:47+00:00","dateModified":"2022-03-11T09:36:22+00:00","breadcrumb":{"@id":"https:\/\/iwp-training.de\/en\/professional-sales-2\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/iwp-training.de\/en\/professional-sales-2\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/iwp-training.de\/en\/professional-sales-2\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Startseite","item":"https:\/\/iwp-training.de\/en\/"},{"@type":"ListItem","position":2,"name":"Professional Sales II"}]},{"@type":"WebSite","@id":"https:\/\/iwp-training.de\/en\/#website","url":"https:\/\/iwp-training.de\/en\/","name":"Institut f\u00fcr Wirtschaftsp\u00e4dagogik","description":"Moderne und nachhaltige Trainings","publisher":{"@id":"https:\/\/iwp-training.de\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/iwp-training.de\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/iwp-training.de\/en\/#organization","name":"IWP","url":"https:\/\/iwp-training.de\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/iwp-training.de\/en\/#\/schema\/logo\/image\/","url":"https:\/\/iwp-training.de\/wp-content\/uploads\/2021\/11\/logo_iwp_klein_menue.png","contentUrl":"https:\/\/iwp-training.de\/wp-content\/uploads\/2021\/11\/logo_iwp_klein_menue.png","width":160,"height":45,"caption":"IWP"},"image":{"@id":"https:\/\/iwp-training.de\/en\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.linkedin.com\/company\/iwp-institut-f\u00fcr-wirtschaftsp\u00e4dagogik\/"]}]}},"_links":{"self":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5158","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/comments?post=5158"}],"version-history":[{"count":6,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5158\/revisions"}],"predecessor-version":[{"id":5180,"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/pages\/5158\/revisions\/5180"}],"wp:attachment":[{"href":"https:\/\/iwp-training.de\/en\/wp-json\/wp\/v2\/media?parent=5158"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}