Sales Management (SE)

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Course lecturer:

 Pierre Bechler , BSc MA

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Specialization AreaBusiness Management
Course numberB4.06364.52.130
Course codeVMa
Curriculum2016
Semester of degree program Semester 5
Mode of delivery Presencecourse
SPPW2,0
ECTS credits2,0
Language of instruction German

Upon successful completion of the course, students will be able to:

explain the most important tasks in organizing and leading a sales team.
develop a sales strategy.
plan the sales process for a company.

Fundamentals of Marketing
Market Research
Seminar Marketing
Public Relations

Development of sales strategies and choice of sales channels
Organization and leading of a sales team
Designing the sales process
Key account management
Sales and pricing strategies for different customer segments
Customer loyalty and customer relationship management

Hofbauer, G./Hellwig, C. (2009): Professionelles Vertriebsmanagement: Der prozessorientierte Ansatz aus Anbieter- und Beschaffersicht, Publicis Corporate Publishing, 2. Auflage, Erlangen

Homburg, C. /Schäfer, H./Schneider, J. (2008): Sales Excellence: Vertriebsmanagement mit System, 5. Aufl., Wiesbaden

Jobber, D./Lancaster, G. (2009): Selling and Sales Management, 8th ed, Financial Times / Prentice Hall

The contents will be learned through lectures, case studies and exercises.