Communication
Effective selling starts with understanding a need and enabling a well-informed decision. Build a consistent sales process from preparation and discovery to after-sales support. Realistic cases connect clear value communication with reliable customer relationships and responsible use of contact information, giving you tools you can adapt to your own professional setting.
Request informationYOUR PROGRAMME AT A GLANCE
For individuals & organisationsWe agree a start that fits your professional and personal commitments.
OSAM certificates: according to your starting level and learning goals. Company group programmes are usually planned in days or half-days.
Federal preparation: see pathway durations belowSynchronous teaching. Both formats include the OSAM platform for course materials and organisational information.
From an eduQua-certified institution.
Related federal examination pathwaysAn individual quotation confirms the programme, delivery format and applicable fees.
Highly personalised teaching with experienced practitioners working at a high professional level.
FROM KNOWLEDGE TO CAPABILITY
For account managers, customer advisers, inside and field sales teams, business development professionals, entrepreneurs and sales leaders. Beginners develop a process; experienced professionals review the quality of their conversations, agreements and follow-up through practical examples.
YOUR LEARNING JOURNEY
These modules form the core programme. Where useful, we refine the emphasis, examples and learning activities to reflect your professional context, starting point and objectives.
Describe your sales cycle and distinguish an initial contact from a qualified opportunity or a purchasing decision. Use customer profiles to prioritise activity. Identify the information you need and the assumptions that still require confirmation through a direct conversation.
Practise open questions, active listening and accurate summaries. Develop a shared understanding of the current situation, desired outcome, budget context and decision process. Explain honestly where your offer fits and where a requirement falls outside its scope.
Translate features into a clear benefit for a particular customer. Use evidence, examples and a coherent structure to support your presentation. Compare suitable options and avoid unsupported success claims or arguments that overlook the customer's actual business requirement.
Distinguish missing information, legitimate concerns and lack of fit. Role plays cover price discussions, competing offers and uncertainty. Respond calmly, explore possible adjustments and commit only to services or conditions that your organisation can reliably deliver.
Identify what is still needed for a decision and agree a specific next step. Plan the handover, questions and support after a sale. Use customer feedback to improve the relationship and identify relevant opportunities for further collaboration.
Review contact channels and customer-data handling using Swiss guidance on marketing. A complete advisory case connects preparation, proposal and follow-up. Record improvements and select useful measures for the quality of your sales activity, alongside commercial performance.
THE PEOPLE BEHIND YOUR PROGRESS
Educational direction, subject expertise and adult learning support. Your final trainer assignment is confirmed in your proposal.
DIRECTOR’S PERSPECTIVE
Managing Director
Simon Pawolleck provides OSAM’s overall direction. The focus is on relevant skills, a clear learning structure and personal support that connects professional ambitions with practical progress.
EXPERT’S PERSPECTIVE
Programme Director · Sales
Anthony Béal brings the programme’s subject expertise into focus. The educational approach connects a structured foundation with practical situations, relevant exercises and feedback aligned with your professional objectives.
ADULT LEARNING & ANDRAGOGY
Head of Adult Learning
Federal Diploma of Higher Education in Adult Education
Sandrine Mélé oversees the adult learning approach: coherent progression, active participation and learning methods that take account of prior experience. She supports a structured, practical and human approach to developing competence.
SWISS FEDERAL QUALIFICATION PATHWAYS
OSAM offers the following examination preparation in related fields. An OSAM certificate course in this topic is not automatically the complete federal preparation programme. We confirm the appropriate pathway, scope and admission requirements with you before enrolment.
Marketing Education
For the examination: a three-year Swiss vocational qualification (EFZ), an accepted upper-secondary school qualification or maturity certificate, plus two years of relevant experience; alternatively an EBA qualification plus three years. The examination committee decides admission.
A separate federal professional examination with written and oral components. Confirm registration, dates and binding eligibility with the examination organisation.
The examination organisation decides on admission. Its current examination regulations and deadlines take precedence; preparation and examination registration are separate steps. We confirm the preparation language separately from the examination language: an English-language information page does not mean the federal examination is offered in English.
Marketing Education
A sales federal diploma or accepted tertiary qualification plus three years in sales leadership or responsibility for sales activities; alternatively an accepted three-year vocational or upper-secondary qualification plus six years in sales, including three at that responsibility level.
The higher professional examination includes written case studies, critical situations, a presentation and professional discussion. Confirm the Sales Management or Key Account Management option with OSAM.
The examination organisation decides on admission. Its current examination regulations and deadlines take precedence; preparation and examination registration are separate steps. We confirm the preparation language separately from the examination language: an English-language information page does not mean the federal examination is offered in English.
Bildung Detailhandel Schweiz (BDS/FCS)
Depending on your qualification: a retail EFZ plus three years of retail experience, another EFZ plus four years, a retail EBA plus five years, or exceptionally ten years of retail experience. At least one year in a supervisory role and the required module certificates or equivalents are also required.
The final examination comprises practical work, a professional discussion, planning with presentation, role play and critical incidents. The responsible quality assurance committee decides admission.
The examination organisation decides on admission. Its current examination regulations and deadlines take precedence; preparation and examination registration are separate steps. We confirm the preparation language separately from the examination language: an English-language information page does not mean the federal examination is offered in English.
Federal professional qualifications are awarded through the relevant federal examination. eduQua certifies the continuing education institution; it does not itself award a federal qualification.
SBFI / SERI — official professional qualifications registerActive at a high professional level, selected against demanding criteria.
Developing the skills of their employees with OSAM.
An experience centred on the people who learn with us.
Personal career goals. Shared organisational priorities.
SERI / SEFRIeduQua-certified institution. Federal qualifications listed by SERI in selected pathways.
TRUST, BUILT THROUGH EXPERIENCE
From ambitious individuals to established organisations. Discover some of the companies that work with OSAM.
LEARNERS’ VOICES
OSAM Google review rating
As displayed on the OSAM website, 4 November 2026.View Google reviews“Patient teaching and very engaging lessons.”
“Excellent quality and personalised practical scenarios.”
GOOD TO KNOW
For account managers, customer advisers, inside and field sales teams, business development professionals, entrepreneurs and sales leaders. Beginners develop a process; experienced professionals review the quality of their conversations, agreements and follow-up through practical examples. The programme is available to private individuals and organisations, including company teams. OSAM welcomes learners living or working in Switzerland as well as international participants joining live online.
OSAM is an eduQua-certified continuing education institution. An OSAM certificate documents the learning agreed for your programme; eduQua is a quality label for the institution, not federal recognition of every individual course.
The related federal qualifications listed on this page are recognised Swiss qualifications, recorded in the official SERI register. They require the prescribed federal examination and admission conditions.
SERI / SEFRI official registerOSAM’s work connects individual professional development with the needs of companies in Switzerland and internationally. Client references and learner reviews below offer a practical view of that work.
You develop skills you can apply in real situations, with guidance from experienced practitioners and access to learning materials on the OSAM platform. The programme focuses on these outcomes:
Yes. We start with the established programme and refine the emphasis, practical cases and learning support where useful. Adjustments take account of the individual or company’s professional context, existing skills and goals. The agreed programme is confirmed before enrolment; federal examination requirements remain binding where applicable.
For the OSAM certificate, contact us to review your current level, prior experience and objectives. We will confirm the appropriate entry requirements and any recommended preparation.
For the examination: a three-year Swiss vocational qualification (EFZ), an accepted upper-secondary school qualification or maturity certificate, plus two years of relevant experience; alternatively an EBA qualification plus three years. The examination committee decides admission.
Examination details & official sourcesA sales federal diploma or accepted tertiary qualification plus three years in sales leadership or responsibility for sales activities; alternatively an accepted three-year vocational or upper-secondary qualification plus six years in sales, including three at that responsibility level.
Examination details & official sourcesDepending on your qualification: a retail EFZ plus three years of retail experience, another EFZ plus four years, a retail EBA plus five years, or exceptionally ten years of retail experience. At least one year in a supervisory role and the required module certificates or equivalents are also required.
Examination details & official sourcesYes. Decision processes, examples and conversations can be adapted to business or private customers. Consultative selling may require a different emphasis from a short service interaction.
You practise useful structures and language while learning to adapt to the conversation. Understanding the customer and providing credible advice remain central.
An in-company programme can align goals, shared cases and delivery with your team's needs. OSAM prepares a proposal based on the agreed scope.
YOUR CAREER, IN PERSPECTIVE
Depending on your experience and qualifications, this subject can support development in the following professional directions.
Explore Swiss salaries on SalariostatYOUR NEXT STEP
Tell us where you want to go. Together, we will define the learning journey that gets you there.
info@osam-academy.com+41 31 528 01 28