Sales Management & Training ?
Course title:
Sales Management & Training ?
Sales Management & Training ?
Semester:
2
2
Learning outcomes of course unit:
Students who complete this course will have detailed knowledge of the functionality of economics and markets, in which market formation and administration and complementary sales management can ensure market success on the basis of a promising marketing idea.
Students who complete this course will have detailed knowledge of the functionality of economics and markets, in which market formation and administration and complementary sales management can ensure market success on the basis of a promising marketing idea.
Prerequisites:
Modules ABW and MU1
Modules ABW and MU1
Course contents:
Today, marketing and sales are interwoven in modern business. Sales management means an optimal orientation of sales to customers' desires and a high degree of service orientation. This course will teach the instruments and methods to successfully implement these in a business. To this end, case studies and integrated approaches will be incorporated into the course that especially represent the selling and negotiation process in distribution, and modern customer acquisition and loyalty instruments will be presented and discussed. In addition, goals relating to distribution policies and strategies, as well as organisation and optimisation of distribution structures, will be addressed.
Today, marketing and sales are interwoven in modern business. Sales management means an optimal orientation of sales to customers' desires and a high degree of service orientation. This course will teach the instruments and methods to successfully implement these in a business. To this end, case studies and integrated approaches will be incorporated into the course that especially represent the selling and negotiation process in distribution, and modern customer acquisition and loyalty instruments will be presented and discussed. In addition, goals relating to distribution policies and strategies, as well as organisation and optimisation of distribution structures, will be addressed.
Recommended or required reading:
Bücher: Bergmann, Meurer (Hrsg.): Best Patterns Marketing, Luchterhand, 2003. Birkigt, Stadler, Funck: Corporate Identity, MI Verlag, 2001. Fill, Ch.: Markting-Kommunikation, Pearson Studium, 2001. Fisher, R., Ury, W., Patten, B.: Das Harvard Konzept ? Sachgerecht verhandeln, erfolgreich verhandeln, campus, 2003. Green, R.: Die 24 Gesetze der Verführung, dtv, 2004. Hayes, M.: Persönliches Zeitmanagement, 2. Auflage, Ueberreuter, 2003. Höglinger, A.: Zeit haben heißt Nein sagen, 3. Auflage, Höglinger, 2003. Keuper F. (Hrsg.): E-Business, M-Business und T-Business, Gabler, 2003. Manschwetus, U., Rumler, A. (Hrsg.): Strategisches Internetmarketing, Gabler, 2002. Meffert, H., Bruhn, M.: Dienstleistungsmarketing, 4. Auflage, Gabler, 2003. Merten, K., Zimmermann R. (Hrsg.): Das Handbuch der Unternehmenskommunikation, Luchterhand, 2000. Solomon, M., Bamossy, G., Askegaard, S.: Konsumentenverhalten, Pearson Studium, 2001. Thiele, A.: Professionelle Verkaufspräsentation, Gabler, 2000. Fachzeitschriften: Fachzeitschriften:Zeitschrift für Planung und Unternehmenssteuerung; Zeitschrift für Personalpsychologie; Information Systems and e-Business Management; International Entrepreneurship and Management Journal; Zeischrift für Personalforschung; Betriebswirtschaftliche Forschung und Praxis; Review of Managerial Science; Betreibswirtschaftliche Forschung und Praxis; Accounting and Business Research; Academy of Management Perspectives; Accounting Review; American Psychologist; Behavioral Research in Accounting; Decision Support Systems; Entrepreneuship, Theory and Practice; Financial Management; Harvard Business Review; Human Resource Management; International Business Review; Journal of Business; Journal of International Marketing; Journal of Management; Journal of Marketing; Strategic Management Journal; Zeitschrift für Betriebswirtschaft; Zeitschrift für betriebwirtschaftliche Forschung
Bücher: Bergmann, Meurer (Hrsg.): Best Patterns Marketing, Luchterhand, 2003. Birkigt, Stadler, Funck: Corporate Identity, MI Verlag, 2001. Fill, Ch.: Markting-Kommunikation, Pearson Studium, 2001. Fisher, R., Ury, W., Patten, B.: Das Harvard Konzept ? Sachgerecht verhandeln, erfolgreich verhandeln, campus, 2003. Green, R.: Die 24 Gesetze der Verführung, dtv, 2004. Hayes, M.: Persönliches Zeitmanagement, 2. Auflage, Ueberreuter, 2003. Höglinger, A.: Zeit haben heißt Nein sagen, 3. Auflage, Höglinger, 2003. Keuper F. (Hrsg.): E-Business, M-Business und T-Business, Gabler, 2003. Manschwetus, U., Rumler, A. (Hrsg.): Strategisches Internetmarketing, Gabler, 2002. Meffert, H., Bruhn, M.: Dienstleistungsmarketing, 4. Auflage, Gabler, 2003. Merten, K., Zimmermann R. (Hrsg.): Das Handbuch der Unternehmenskommunikation, Luchterhand, 2000. Solomon, M., Bamossy, G., Askegaard, S.: Konsumentenverhalten, Pearson Studium, 2001. Thiele, A.: Professionelle Verkaufspräsentation, Gabler, 2000. Fachzeitschriften: Fachzeitschriften:Zeitschrift für Planung und Unternehmenssteuerung; Zeitschrift für Personalpsychologie; Information Systems and e-Business Management; International Entrepreneurship and Management Journal; Zeischrift für Personalforschung; Betriebswirtschaftliche Forschung und Praxis; Review of Managerial Science; Betreibswirtschaftliche Forschung und Praxis; Accounting and Business Research; Academy of Management Perspectives; Accounting Review; American Psychologist; Behavioral Research in Accounting; Decision Support Systems; Entrepreneuship, Theory and Practice; Financial Management; Harvard Business Review; Human Resource Management; International Business Review; Journal of Business; Journal of International Marketing; Journal of Management; Journal of Marketing; Strategic Management Journal; Zeitschrift für Betriebswirtschaft; Zeitschrift für betriebwirtschaftliche Forschung
Planned learning activities and teaching methods:
Lecture, group work, presentation and task discussion
Lecture, group work, presentation and task discussion
Assessment methods and criteria:
Course with immanent examination character
Course with immanent examination character
Course language:
English
English
ECTS:
2.00
2.00
Course-hours-per-week (chw):
1.50
1.50
Course unit code:
V.MU2.3
V.MU2.3
Type of course unit:
Integrated course
Integrated course
Mode of delivery:
In-class course
In-class course
