|Lecturer||Prof. Dr. Dr. h.c. mult. Christian Homburg|
|Credit Points||4 ECTS|
|Hours per Week||2 hours|
Written exam (80%)
Case study presentation (20%)
|Exam Date||10.5.2019 (60 minutes)|
Within the master's program, this lecture covers the fundamental tools and concepts of sales management and customer relationship management.
Grading: The final grade consists of the exam (80%) and the case work (20%) consisting of a case study group presentation.
Customer Relationship Management (CRM)
Foundations in Sales Management
Managing External Sales Partners
Managing the Internal Sales Force
Homburg, C., Schäfer, H., and Schneider, J. (2016), Sales Excellence - Systematic Sales Management.
Coughlan, A., T., Anderson, E., Stern, L., W., El-Ansary, A., I. (2006), Marketing Channels, 7th edition.
Spiro, R., L., Stanton, W., J., Rich, G., A. (2008), Management of a Sales Force, 12th edition.
The course material includes the slides discussed in the lecture. A detailed list of the mandatory reading material as well as additional references is also included.
Course material is available for purchase at the Chair of Business-to-Business Marketing, Sales, & Pricing, Prof. Dr. Dr. h.c. mult. Christian Homburg, L5, 1 (2nd floor) on the following dates:
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