Profile
- Rhytm:
- Irregularly, (Master | MBR: B/I Module - 4 SWS)
- Time/Place/Documents:
- See LSF
- Scope:
- 2 hours lecture, 2 hours exercise
- Time:
- Wednesdays, 2-4 pm, c.t. (Lecture)
Wednesdays, 4-6 pm, s.t. (Lecture) - Course Language:
- English
- Grading:
- 2 hours written exam
- Credits:
- 6 ECTS
- Contact person:
- Maximilian Frieß
News
For more information, please refer to the LSF.
Description
- Foundations of Sales Management
- Customer Relationship Management
- Sales Force Management and Leadership
- Sales Leadership and Motivation
- Sales Training
- Digital Transformation in Sales
- Digital Sales Analytics
- Digital Sales Communication
- Sales Management in B2B Markets
- B2B Sales Business Models
- Key Account Management
- Ethical Issues in Sales Management
- Strategic Sales Management and Positioning
- Innovation Selling
- International Sales Management
The objectives of the course:
- … develop a broad understanding of the foundational principles, strategies, and practices of sales management, enabling you to articulate key sales management concepts and apply them to real-world scenarios
- … develop skills to effectively design, manage, and evaluate operative and strategic decisions in sales organizations
- … learn the specifics of the sales job and how to overcome challenges with appropriate leadership techniques to motivate a high-performing sales team
- … understand the impact of innovative digital technologies (such as AI or VR) on sales processes and learn how firms may leverage these technologies for competitive advantage
- … critically evaluate central ethical topics in personal selling and sales management
Course set-up
The course develops on your basic knowledge in marketing and market-based management. Lectures cover the theoretical background, insights from recent research, practical examples, and in-class discussions of the content. During the exercise, students will prepare and discuss learnings from top-tier research papers, and apply their knowledge to practical case-studies. Additionally, guest lecturers share their experience and give students a concrete idea on how they use the contents of this course in everyday business life. Grading is based on a two hour in-class open book exam.