Lecturer | Prof. Dr. Dr. h.c. mult. Christian Homburg |
---|---|
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 |
Lecturer | Prof. Dr. Dr. h.c. mult. Christian Homburg |
Lecture Period | 16.02.2023–01.06.2023 |
Schedule |
Monday 8.30 a.m.-10 a.m. (from 13th of March) Thursday 10.15 a.m.-11.45 a.m. (from 16th of February) |
Format | in person lectures |
Foundations in Sales Management
Key sales instruments
Channel Design
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 required reading and additional references are also included. The script is available for purchase.
The script will be sold:
When?
In the chair building: Chair of Business-to-Business Marketing, Sales & Pricing Prof. Dr. Dr. h.c. mult. Christian Homburg, L5, 1,, 1st floor, in front of the secretariat