Sales Management (WiSe 2022/23)

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 29.11.2022- 31.01.2023 Juridicum, JUR 490
Thursday 10:00- 12:00 weekly 01.12.2022- 02.02.2023 Juridicum, JUR 2
Friday 08:00- 12:00 weekly 02.12.2022- 03.02.2023 Fürstenberghaus, F4
Friday 12:00- 13:30 single date 09.12.2022 Domplatz 23, DPL 23.102
Friday 12:00- 13:30 single date 20.01.2023 Domplatz 23, DPL 23.102
Friday 12:00- 13:30 single date 27.01.2023 Domplatz 23, DPL 23.102


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 2019)

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.

The course will take place in person in compliance with the prevailing COVID-19 restrictions and conditions.

The detailed schedule for the 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)