|Verantwortlicher Dozent||Prof. Dr. Dr. h.c. mult. Christian Homburg|
|Prüfungsform und -umfang||
schriftliche Prüfung (60%)|
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.
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 the mandatory reading material as well as additional references is also included.
Course material is NOT available for purchase. Recorded lectures will be uploaded to ILIAS
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.