Sales Management (WS 2020/21)


Course Number
042234

Field(s) of Study
Master

University Calendar

Type
Lecture/Exercise

Course Language
englisch


Course schedule

Day Time Frequency Date Room
Tuesday 14:00- 16:00 weekly 15.12.2020- 09.02.2021 Juridicum, JUR 2
Thursday 10:00- 12:00 weekly 17.12.2020- 11.02.2021 Juridicum, JUR 2
Friday 08:00- 12:00 weekly 18.12.2020- 12.02.2021 Juridicum, JUR 2

Notice

Detailed course outline.
Contact person: Nicole Moch, 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.

Please note that due to the current restrictions imposed by COVID-19, the course “Sales Management” is likely to take place digitally via Zoom. However, individual presence elements are possible. You will be informed in time.

Description

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.

Lecturers

  • Professor Dr. Manfred Krafft (responsible)
  • Nicole Moch (accompanying)