Self-test "Sales Manager with Federal Diploma (HFP)": Is this course the right one for me?
Test here whether a job as an expert in sales with a federal diploma suits you and whether a preparatory course for the federal higher professional examination "Sales Manager" is the right path for you.
What does the day-to-day work of a sales manager with a federal diploma look like?
Since 2019, the higher professional examination to become a federally certified sales manager has been taken in one of the two specializations "Sales Management" or "Key Account Management". The tasks vary slightly depending on the specialization and the specific position.
In general, sales managers have overall responsibility for sales within a company. They plan, manage and monitor the sales processes in their area of responsibility and take care of economic factors such as contribution margins and growth rates. They are often members of the management team.
As a sales manager, you manage the sales department, develop the sales strategy and plan and monitor operational sales activities.
In Key Account Management (KAM), they look after key customers and ensure the further development of the company's market position.
(Note: The weighting/frequency/allocation of the individual areas of responsibility may vary depending on the activity, company and area of application).
Question 1:
Do the activities described meet your expectations? Would you like to work as a sales manager?
Great!
If you don't like all the jobs, think about which ones interest you the most. Also take a look at relevant job advertisements. You may find that there are only jobs that you are more suited to, in which case you are in the right place with this training.
Do the following courses suit your interests better?
If you don't like the activities, take a look at the numerous other further training opportunities. You will find a large selection on Ausbildung-Weiterbildung.ch.
Target group and skills: Who is the Higher Professional Examination for Sales Managers with a Federal Diploma suitable for? What qualities and skills are required?
The course and the higher specialist examination for "Sales Manager" are suitable for
- Ambitious professionals with several years of management experience in sales who want to take the next step on the career ladder.
- Sales professionals with strong leadership skills in a managerial and/or property management role who would like to prove their knowledge and skills with a federal diploma
- Professionals with several years of professional experience in sales and management who would like to expand their knowledge and increase their salary opportunities with a federal diploma
Sales managers should have the following personal qualities and skills:
- Personal initiative
- Negotiating skills
- Analytical skills
- Flexibility, resilience
- Communication skills
- Organizational talent
- Ambition
- Motivation
- Determination
- Goal and success orientation
Question 2:
Do you belong to one of the target groups for this training course and do you have the necessary personal qualities?
Great!
- If you do not belong to any of the above-mentioned groups, you cannot apply for the federal diploma directly. In this case, take a look atfollowing page. You may come across further training courses here that are aimed precisely at people like you.
- If you do not have the necessary professional experience in the sales sector, use professional job boards to search for suitable jobs.
- If you do not have the necessary personal qualities and skills, you will not be happy in this demanding management role. Look out for further training opportunities that offer a professional specialization that better suits your skills.
- If you are unsure whether you are well suited to such a role, it is best to discuss this with your line manager or career advisor. You can find suitable providers of career advice and career coaching here:
Prerequisites for admission to the Higher Professional Examination for Sales Managers:
In order to be able to take the Advanced Specialist Examination for Sales Managers, you must be registered for the examination by the examination date in accordance with the examination regulations:
- Be in possession of one of the following qualifications: federal certificate of industry-specific professional examinations (e.g. sales specialist), federal diploma of another higher professional examination (HFP), diploma of a higher technical college (HF) or diploma of a university of applied sciences or university.
And
- Have at least three years of professional experience in a managerial and/or property management role in sales
Or
- Be in possession of one of the following qualifications: Federal Certificate of Competence (EFZ), diploma from a recognized commercial secondary school or technical secondary school or Matura
And
- Have at least six years of professional experience, including three years in a managerial and/or property management role in sales
You will find out whether you have been admitted to the Advanced Federal Diploma Examination at least three months before the start of the examination by means of a written notification including reasons.
Note: Some schools are prepared to admit you to a preparatory course for the Higher Professional Examination for Sales Managers if you do not (yet) meet the criteria for admission to the federal examination. It is your responsibility to ensure that you meet the necessary requirements at the time of the examination/application for the examination. At some schools, it is also possible to attend the course without the intention of taking an examination. Admission requirements vary depending on the provider.
Question 3:
Do you meet the requirements for admission?
Great!
If you are not sure whether your professional experience will be recognized as professional experience for sales managers, clarify your chances directly with theSponsorship of the examination regulationsthe Swiss Association for the Higher Professional Examination for Sales Managers.
If you have little or no professional experience, you have the following options:
- Use professional job boards to search for suitable jobs where you can gain experience.Hereyou will find helpful information.
- If you know someone from your private or professional environment who is already working in sales, ask this person for tips and whether he/she would support you in your job search. He/she will certainly have the relevant contacts and connections.
If you are not sure whether your qualifications will be accepted for the higher professional examination (equivalence test), please contact theExamination secretariat.
SERI is responsible for assessing the equivalence of foreign qualifications for admission to the HFP.Hereyou will find more information.
If you are not sure whether your professional experience will be recognized as professional experience for sales managers, clarify your chances directly with theSponsorship of the examination regulationsthe Swiss Association for the Higher Professional Examination for Sales Managers.
If you have little or no professional experience, you have the following options:
- Use professional job boards to search for suitable jobs where you can gain experience.Hereyou will find helpful information.
- If you know someone from your private or professional environment who is already working in sales, ask this person for tips and whether he/she would support you in your job search. He/she will certainly have the relevant contacts and connections.
If you are not sure whether your qualifications will be accepted for the higher professional examination (equivalence test), please contact theExamination secretariat.
SERI is responsible for assessing the equivalence of foreign qualifications for admission to the HFP.Hereyou will find more information.
Subject matter and content of the training
The subject matter of the preparatory courses for the Higher Professional Examination for Sales Managers is based on the requirements of the sponsoring body of the federal examination, the Swiss Association for the Higher Professional Examination for Sales Managers.
In addition to the basics, which apply to both specializations, the course material is divided into different topics depending on the specialization:
Basics:
- Performing management tasks (day-to-day management, employee management, financial management)
- Analyzing the market, environment and trends (analyzing market developments, innovations and trends by means of primary and secondary market research and implementing the findings)
- Designing market performance (product range design, price design in accordance with the marketing strategy)
- Realize market development (communication design, design of distribution in accordance with the marketing strategy)
Specialization in sales management:
- Develop sales strategy (develop sales strategy based on corporate and marketing strategy)
- Managing the quotation process (managing the quotation process in coordination with the back office / sales force)
- Managing the sales process (analyzing, designing and implementing sales processes and managing the sales department)
Key Account Management (KAM) specialization
- Managing the quotation process (developing concept ideas, proposing solutions for key customers, negotiating quotations)
- Manage projects and develop solutions (develop concepts and solutions for key customers)
- Shaping customer relationships (establishing, maintaining and developing sustainable customer relationships)
Question 4:
Are you interested in this content, would you like to acquire knowledge in these subject areas?
Great! You can look forward to exciting and instructive hours in which you will broaden your knowledge horizon and skills - aspects that are in demand on the job market and increase your career and salary opportunities.
If you are only partially interested in the content of this federal diploma, take a look at other training and further education courses in the sales sector. You may find a course that suits you better. You will find inspirationhere.
Obviously the typical subject areas of sales managers with a federal diploma are not your thing. Take a look at other further training courses instead. OnEducation-Further-Education.chyou will find a wide range of options.
Costs and financing of further training
The costs vary depending on the provider (apart from the examination fee, which is set by the sponsoring body of the HFP). In general, the following costs are to be expected for the 2-3 semester sales manager training, continuing education, which is designed to be part-time:
- Course feesBetween CHF 11,880 and CHF 15,500 Of this, you will receive around 50% back from the federal government on application after the examination (regardless of the result).* Note: Members of the Kaufmännischer Verband receive a member discount of 10% on the course costs. For more information please contacthere.
- External examination feeCHF 3,400 (as at March 2023) The examination fee is set by the sponsor of the HFP, i.e. this course. It is paid by the candidate after admission has been confirmed.
- Fee for federal diploma and entry in the SERI registerCHF 50.-
- Extra costsSome schools do not include the costs for teaching materials, training documents and simulation exams in the course fees.
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 will therefore be reimbursed up to 50% (max. CHF 9,500 for BP, max. CHF 10,500 for HFP) of the course costs paid upon application after taking the federal examination. In exceptional cases of hardship, the federal contributions will also be paid out in advance.
Question 5:
Are you able to pre-finance around CHF 15,280 - CHF 18,900 for the course and exam?
Great! Here's another tip: If you are able to pay the full amount in advance, ask the school of your choice whether they offer a special discount for full payment in advance.
Information on financial support options from the employer, federal government, canton, foundations or through loans from the Education Promotion FoundationEducaSwissyou will receive in ourAdvisor"How to finance your further training properly".
Most schools allow you to pay the course costs in installments. Most schools charge a small surcharge for payment in installments.
Ask your employer whether they will contribute to the costs.
Perhaps there is someone in your private circle who will support your further education project with a loan. A bank or credit institution may also support you with an education loan. You will be able to repay some of the borrowed funds immediately after the Advanced Federal Diploma Examination with the federal contribution.
Information on financial support options from the employer, federal government, canton, foundations or through loans from the Education Promotion FoundationEducaSwissyou will receive in ourAdvisor"How to finance your further training properly".
Information on financial support for temporary workers from "temptraining", the further training fund of the temporary employment sector, can be found athere.
Most schools allow you to pay the course costs in installments. Most schools charge a small surcharge for payment in installments.
Ask your employer whether they will contribute to the costs.
Perhaps there is someone in your private circle who will support your further education project with a loan. A bank or credit institution may also support you with an education loan. You will be able to repay some of the borrowed funds immediately after the Advanced Federal Diploma Examination with the federal contribution.
Information on financial support options from the employer, federal government, canton, foundations or through loans from the Education Promotion FoundationEducaSwissyou will receive in ourAdvisor"How to finance your further training properly".
Information on financial support for temporary workers from "temptraining", the further training fund of the temporary employment sector, can be found athere.
Duration of study, number of lessons and learning effort
- The sales manager training, further education is modular and lasts 2-3 semesters.
- The course comprises between 250 and 380 lessons, which can be taken at different times (e.g. 1-2 evenings per week or 1 evening plus half a Saturday or a full day on Saturdays).
- Many schools offer a mix of face-to-face and online events (online, hybrid teaching, blended learning) as well as self-study. You can therefore choose the format that allows you to combine further education with your family, career and free time in the best possible way.
- 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.
Question 6:
Can you find the time for lessons and self-study?
Great!
Tip for self-study: Set yourself realistic daily or weekly targets and think about a small reward when you have achieved them. A good study strategy not only motivates you, but also protects you from chaotic, stressful study days and nights shortly before the exam.
If you don't have that much time, get in touch with the providers and clarify whether you can possibly complete the course over more than three semesters.
If you still don't have enough time, check whether you can create space for yourself elsewhere. Perhaps someone close to you can take on certain tasks for you for the duration of your training?
Degree, diploma and title
The Higher Professional Examination for Sales Managers is held every year if at least 70 candidates meet the admission requirements, otherwise every two years. The examination can be taken in one of the three official languages German, French or Italian.
The federal examination consists of six parts, which proceed as follows (type of examination and duration):
1. situational questions marketing and sales (written, 360 minutes)
In this part of the examination, candidates must demonstrate their comprehensive knowledge of sales, marketing and business administration.
2.1/2.2 Integrative case study with two parts (written, 240 minutes each)
Candidates work on two case studies in which they develop interlinked analyses, solutions, plans, etc. from the professional environment of a sales manager.
3. critical success situations (oral, 30 minutes)
This part of the examination consists of critical situations in which the candidates must prove that they can also take targeted measures in problematic and critical situations.
4.1 Presentation (oral, 80 minutes, incl. 60 minutes preparation)
In this part of the exam, candidates are given an initial situation, which they analyze during the preparation period and develop corresponding concept and implementation ideas. They prepare these in a 20-minute presentation for a defined target audience (e.g. management, customer, etc.).
4.2 Technical discussion (oral, 30 minutes)
Following the presentation, the candidates will answer questions from the experts.
Diploma and title
Successful graduates of the higher professional examination receive a federal diploma and are entitled to use the federally recognized and protected title "Certified Sales Manager with specialization in Sales Management / Key Account Management".
- In French: "Cheffe de vente diplômée / Chef de vente diplômé avec orientation direction des ventes / key account management"
- In Italian: "Capo della vendite diplomata / Capo delle vendite diplomato con specializzazione in gestione delle vendite / key account management"
- In English (This is only a recommendation/translation and not a protected title): "Sales Director, Advanced Federal Diploma of Higher Education, Option Sales Management / Key Account Management"
Question 7:
Do you have the confidence to pass the Advanced Federal Diploma Examination?
Great!
Here are some general success factors on the way to a new training qualification:
- Regular attendance of lessons
- Actively contribute your questions, don't leave anything half-understood in the room!
- Interest in the topic and active participation in class
- Detailed preparation and follow-up of the lesson material at home
- Committed cooperation in group work, processing of case studies, etc.
- Participation in learning groups for regular exchange
- Intensive exam preparation: practise exam situations and gain exam experience, e.g. in simulation exams (Hereyou will find examples of case studies to download).
If you are unsure, we recommend that you attend an information event on this course.
Arrange a personal consultation appointment with the school of your choice or theSponsorship of the higher professional examinationthe Swiss Association for the Higher Professional Examination for Sales Managers. Explain your interest and your concerns and see how your counterpart reacts to which points and what they recommend.
Ask the school management about support options. Also consider whether you would like other support, for example from learning therapists or coaches, autogenic or mental training. You can find suitable offers here:
Here are some general success factors on the way to a new training qualification:
- Regular attendance of lessons
- Actively contribute your questions, don't leave anything half-understood in the room!
- Interest in the topic and active participation in class
- Detailed preparation and follow-up of the lesson material at home
- Committed cooperation in group work, processing of case studies, etc.
- Participation in learning groups for regular exchange
- Intensive exam preparation: practise exam situations and gain exam experience, e.g. in simulation exams (Hereyou will find examples of case studies to download)
If you are not at all confident of passing the final examination but would like to complete the training, it is best to arrange a personal consultation appointment with a school or theSponsorship of the higher professional examinationthe Swiss Association for the Higher Professional Examination for Sales Managers. Explain your interest and your concerns and see how your counterpart reacts to which points and what they recommend.
Ask the school of your choice whether there are any support options for you.
Also consider whether you would like other support, for example from learning therapists or coaches, autogenic or mental training. You can find suitable offers here:
No, the Federal Diploma in Sales Management (HFP) course does not suit you. What a pity? - Perhaps not, because there are so many other opportunities for further training. One or the other would certainly suit you much better.
Check which other further training courses are suitable for you. OnEducation-Further-Education.chyou will find a large selection of offers.
Sales Manager (HFP) is probably not the right further education goal for you.
Are you surprised or disappointed? Perhaps take the test again and see where your ideas or possibilities deviate from the ideal job. Perhaps this will point you in the direction of more suitable further training.
Then see which other further training courses interest you. ToEducation-Further-Education.chyou will find a large selection of offers.
This is a half-hearted result: working as a sales manager (HFP) doesn't seem ideal for you. Or is it perhaps the form of training that doesn't appeal to you or isn't a good organizational fit?
See which other further training courses are suitable for you. OnEducation-Further-Education.chyou will find a large selection of offers.
Further training to become a sales manager (HFP) is not ideal for you - or is it?
If you are unsure, it is best to attend the providers' information events. There you can find out more about further training and discuss your personal options and questions directly with the specialist representatives present.
Directly to the schools:
"Sales manager training, further training / Sales manager (HFP)"
This training seems to suit you.
As a next step, we recommend that you attend an information event at suitable schools and obtain details of the exact costs and dates.
Directly to the schools:
"Sales manager training, further training / Sales manager (HFP)"
This course seems to be made for you!
The best thing to do now is to attend information events at the schools you are interested in and find out everything you need to know about the specific content, costs and dates.
Directly to the schools:
"Sales manager training, further training / Sales manager (HFP)"