As businesses increasingly shift from selling products to offering integrated services and solutions—a transformation known as servitization—the question of how to adapt sales strategies accordingly has become ever more pressing. A new study co-authored by Dr.

In a world where effective negotiation is a key differentiator, our students recently participated in a highly engaging two-day workshop designed to elevate their skills and confidence in any negotiation setting. Led by Tobias Frank, Sales Director DE & AT at Engelhard Arzneimittel, the workshop provided invaluable real-world perspectives and practical strategies.

WHO WE ARE

• The Chair of Marketing Management (IfM) – led by Prof. Dr. Manfred Krafft – with a research focus on Sales Management, Channels and Retailing, as well as Customer Management
• The first marketing chair in Germany (foundation in 1969)
• A young and passionate team that you will get to know better at various socials or joint lunches

WHAT YOU CAN EXPECT

Bridging Theory and Practice in CRM – Guest Lecture by Dr. Max Backhaus from OBI

At the end of a successful year, we would like to highlight one final milestone. This December, three MCM scholars participated in two major conferences that allowed us to share our research and engage in productive academic exchanges.