Sales Management (WS 2017/18)

Course Number

Field(s) of Study

University Calendar

Learnweb Platform


Course Language

Course schedule

Day Time Frequency Date Room
Tuesday 14:00- 16:00 weekly 28.11.2017- 30.01.2018 Juridicum, JUR 2
Thursday 10:00- 12:00 weekly 30.11.2017- 01.02.2018 Juridicum, JUR 2
Friday 08:00- 12:00 weekly 01.12.2017- 02.02.2018 Juridicum, JUR 2


Detailed course outline.
Contact person: Julian Allendorf, M.Sc.

This course takes place in the second term of the winter semester.

Course grade: Group work (33 %) | Final exam (67 %)
Please register at the examination office for the regular examination period.

Credit points: 6 ECTS (PO BWL 2010)

During the course, please communicate and stay updated via the course page on Learnweb. Announcements, lecture slides and any additional material will be published there.

The password for all lecture materials will be displayed in our showcase at the MCM (Am Stadtgraben 13-15, 1st floor) four weeks prior to the first lecture and will also be given in the first lecture. Email and telephone enquiries regarding the password will not be answered.


Background and relations to other courses:

For many B2B companies, personal selling constitutes by far the most important component within their promotional mix. In its boundary spanning role between the company and its customers, the selling function can be characterized as the point of culmination of all activities that lead to long-term company success: Without an effective selling function that generates constant sales, all other marketing activities related to product development, distribution channel management, etc. would be of little value for the company. Whereas impersonal forms of communication and selling tend to dominate in consumer goods industries, industrial goods firms usually rely on personal selling by employing a sales force to call on customers. In this regard, sales management refers to the optimal design of the sales force with regard to organizational and personal aspects.


  • Professor Dr. Manfred Krafft (responsible)
  • Dr. Julian Allendorf (accompanying)