Sales Management (WiSe 2023/24)

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 28.11.2023- 30.01.2024 Juridicum, JUR 490
Thursday 10:00- 12:00 weekly 30.11.2023- 01.02.2024 Juridicum, JUR 2
Friday 08:00- 12:00 weekly 01.12.2023- 02.02.2024 Fürstenberghaus, F4


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.

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.

In addition to this, B2B sales, more than almost any other area within marketing, is undergoing drastic change due to radical developments likely to shape it in the long term. This course also examines these developments and the resulting implications for B2B sales and selling, with the inclusion of practical examples.


  • Dr. Victoria Kramer (responsible)
  • Dr. Tim Kalwey (accompanying)