Der Geschäftsführer der Warsteiner-Brauerei nahm kürzlich in der bekannten Unterhaltungsshow „Undercover Boss“ teil und ließ das Fernsehpublikum von RTL daran teilhaben, wie er sich als verdeckter Praktikant zahlreichen Aufgaben stellte. Im Gespräch mit der zur Funke Medien-Gruppe gehörenden, überregionalen Zeitung Westfalenpost sprach Professor Manfred Krafft über die Wirkung derartiger versteckter Werbung in der Unterhaltungsbranche.

Last Friday, Klaus Rudert, Global Corporate Account Executive and Managing Director of Dow Germany and Benedikt Rammrath, Senior European Account Manager gave a guest lecture on sales force management in a global company. In line with current topics of the Sales Management lecture, they provided the students with insights into their daily experiences with current challenges, trade-offs regarding the organizational design, and ways to effectively manage the sales force and sales performance in a global company.

When being responsible for sales management, one crucial task is the identification and selection of potentially successful sales employees. The importance of the recruitment process results from the assumption, that a substantial part of what characterizes high-performers lies in his or her given aptitude. In this vein, Richard McFarland, Professor at ESSEC Business School in Paris, started his lecture last Friday by saying “You can’t teach smart”. In addition, he emphasized the risk of hiring the wrong salesperson by stating that costs of an employee’s bad sales performance could make up to two annual salaries – depending on how much it has taken to detect it at all.

Last week, Mars visited the Marketing Center Muenster for a guest lecture in the Sales Management course. In their presentation, Nexan Chopra, E-Commerce Leader Germany and Marcel Hahne, Customer Business Director for Mars Petcare, talked about e-commerce and omnichannel-management at Mars.

Das Institut für Marketing ist erneuet als Talentschmiede 2018 ausgezeichnet worden. Die Auszeichnung ist Teil des WiWi-Talents Hochbegabtenprogramms, mit dem die WiWi-Media AG Lehrstühle und Professuren auszeichnet, die ihren Nachwuchs besonders fördern. Mit dem Programm werden zweimal jährlich in Zusammenarbeit mit namhaften Partnern aus Wissenschaft und Wirtschaft die begabtesten Management-Nachwuchskräfte gefördert.

The article “Understanding the quality–quantity conundrum of customer referral programs: effects of contribution margin, extraversion, and opinion leadership” which Manfred Krafft has co-authored with Vijay Viswanathan, Sebastian Tillmanns and Daniel Asselmann has been published by the Journal of the Academy of Marketing Science.