Sales Management (WS 2020/21)

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 15.12.2020- 09.02.2021  
Thursday 10:00- 12:00 weekly 17.12.2020- 11.02.2021  
Friday 08:00- 12:00 weekly 18.12.2020- 12.02.2021  
Thursday 10:00- 12:00 single date 14.01.2021 Juridicum, JUR 2
Friday 08:00- 12:00 single date 22.01.2021 Juridicum, JUR 2
Friday 08:00- 12:00 single date 29.01.2021 Juridicum, JUR 2
Friday 10:00- 12:00 single date 05.02.2021 Juridicum, JUR 2


Detailed course outline.
Contact person: Tim Kalwey, 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, our lectures (BSc and MSc level) will take place digitally via Zoom in the coming winter semester. At the same time, we aim for small meetings in person for our exercise sessions, tutorials, and seminars. We are also making preparations to offer some sessions in a hybrid format where students can chose between a physical or digital participation.

The detailed schedules for each course will be announced on Learnweb by the end of October at the latest. Please note that these schedules may be subject to changes if restrictions are relaxed or strengthened. Any changes will be announced on Learnweb.


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. Tim Kalwey (accompanying)