|Lecturer||Dr. Robin-Christopher Ruhnau|
|Credit Points||4 ECTS|
|Hours per Week||2 hours|
|Form of Assessment||
Written exam 60min (60%)|
Foundations in Sales Management
Key sales instruments
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:
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
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.
At the end of the semester break (before the next term starts) the department offers a retake exam.