Lufthansa Consulting held a workshop entitled “Sales and Key Account Management” at the International University of Applied Sciences Bad Honnef, Bonn. Heiko Reitz, Senior Consultant at Lufthansa Consulting, and Gero von Goetz, Vice President and Project Manager of SCORE at Lufthansa Passage, provided interesting theoretical and practical insights to students from the Bachelor Program in Aviation Management and the Master Program in Transport & Logistics Management.
Lufthansa Consulting employs several IUBH alumni and greatly appreciates the practical orientation of the study programmes at the university. Consequently, the workshop was developed to strengthen the good relationship between Lufthansa Consulting and the IUBH by providing students with an opportunity to increase their knowledge, while at the same time, giving Lufthansa Consulting an opportunity to actively contribute to the education of future potential employees.The seminar covered theory and practice in equal parts. Beside the theoretical overview of sales processes and tools as well as sales strategies and pricing techniques, students conducted case studies on realistic sales pitches. The results were presented and discussed the next day.
Both Lufthansa Consulting and the students drew positive conclusions at the end of the workshop. Heiko Reitz and Gero von Goetz highlighted the excellent results of the case studies and praised the students’interest and motivation. The students, on the other hand, highly appreciated the opportunity to gain practical insights about sales, do a presentation for a management team and get helpful feedback.
Overall, the workshop was a complete success. Lufthansa Consulting and the IUBH both hope to continue with similar events in the upcoming semesters, further deepening this beneficial cooperation.