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 |
Course Structure
Lecture
Lecturer Prof. Dr. Dr. h.c. mult. Christian Homburg Lecture Period 15.02.2024–31.05.2024 Schedule Monday 8.30 a.m.-10 a.m. (from 8th of April)
Thursday 10.15 a.m.-11.45 a.m. (from 15th of February)Format in person lectures Case Studies
Dozentin Rebecca Boritzki Zeitraum 13.03.2025 – 26.05.2025 Termine Donnerstag 10.15 -11.45 Uhr (erst ab dem 13.03.2025) Format in Präsenz You can download the lecture plan here: Download
Further Information
Brief Description
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 script is available for purchase.
The script will be sold:
When?
- Monday, 10.02.2025, 10.00 a.m. – 10.30 a.m. (directly after the lecture, room O133)
- Monday, 17.02.2025, 10.00 a.m. – 10.30 a.m. (directly after the lecture, room O133)
- Monday, 24.02.2025, 10.00 a.m. – 10.30 a.m. (directly after the lecture, room O133)
Case Work