Sales Management
MKT 615 for Master Students
General Information
| Lecturer | Prof. Dr. Dr. h.c. mult. Christian Homburg Alicia Pett, Rebecca Boritzki |
|---|---|
| Course Format | Lecture |
| Credit Points | 4 ECTS |
| Hours per Week | 2 hours |
| Language | English |
| Form of Assessment |
Written exam 60min (60%) Cases (40%) |
| Exam Date | tbd |
Alicia Pett, M.A.
Contact person for Sales Management lecture
For further information please contact Alicia Pett.
Rebecca Boritzki, M.Sc.
Contact Sales Management Exercise
If you have any questions about the cases within the exercise, please contact Rebecca Boritzki.
Course Structure
Lecture
Lecturer Prof. Dr. Dr. h.c. mult. Christian Homburg Lecture Period 09.02.2026 – 28.05.2026 Schedule Monday 8.30 a.m.-10 a.m. (from 09th of February)
Thursday 10.15 a.m.-11.45 a.m. (from 13th of March)Format in person lectures Case Studies
Lecturer Rebecca Boritzki Period 13.03.2026 – 28.05.2026 Case Study Sessions Thursdays, 10.15 -11.45 (starting from 13.03.2026) Format in Person The schedule will is available for download below.
Further Information
Brief Description
Within the master's program, this lecture covers the fundamental tools and concepts of sales management.
Grading: The final grade consists of the exam (60%) and the case work (40%) consisting of a group presentation.
Course Outline
Foundations in Sales Management
- Definitions and scope of sales management
- Objectives of sales management
- Sales strategy
- Competitive advantage in sales
Key sales instruments
- Interaction with customers
- Key account management
- E-commerce
- Design of selling activities
- Complaint management
- Customer cards
- Relationship modeling
Channel Design
- Sales entities
- Channel configuration
Managing External Sales Partners
- Understanding the partners business
- Power & dependence
- Conflict
- Cooperation
Managing the Internal Sales Force
- Organization of the sales force
- Sales planning and control system
- Staffing, training and directing the sales force
Reading List
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.
Reader Sale
The course material includes the slides discussed in the lecture. A detailed list of required reading and additional references are also included. The slides for each lecture will be uploaded to ILIAS shortly before the lecture.
Case Work
Case work (40% of the final grade) is conducted in groups. The groups consisting of 5–6 students will be formed on the basis of your thematic preferences. You will receive more information on this in the first lecture and exercise session.
The topics to be assigned will be available here shortly:
At the end of the semester break (before the next term starts) the department offers a retake exam.