Sales Management (ILV)

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Course lecturer:

DI Dr.

 Rupert Hasenöhrl
Specialization AreaMarketing
Course numberM4.07741.30.080
Course codeSalMa
Curriculum2015
Semester of degree program Semester 3
Mode of delivery Presencecourse
SPPW2,0
ECTS credits4,0
Language of instruction German

No data available

Homburg, Chr. & Schäfer, H. & Schneider, J. (2012): Sales Excellence. Vertriebsmanagement mit System. 7. Auflage. Heidelberg: Springer Gabler
Schögel, M. (2012): Distributionsmanagement: Das Management der Ansatzkanäle. München: Vahlen
Johnston, M. & Marshall, G. (2013): Sales Force Management. Leadership - Innovation - Technology. 11th ed. New York: Routledge Chapman & Hall
Kotler, Ph. & Rackham, N. & Krishnaswamy, S. (2006): Ending the War Between Sales and Marketing. Harvard Business Review. July -August, pp. 1 - 13