Sales & Marketing Management(E)
level of course unit
Learning outcomes of course unit
By the end of the course, students will be familiar with marketing principles and strategic marketing and sales thoughts. They will be able to interpret the role of sales and marketing from a modern management perspective and become acquainted with relevant strategic and operative tasks. They will become aware of strategic marketing and sales problems and learn how to solve them. Beyond, students will learn how to segment and target a market and how to position a firm. They will be able to critically reflect marketing and sales strategies and to apply the right techniques.
prerequisites and co-requisites
Sales and Marketing as Managerial Challenges
The Marketing Concept
The Marketing Plan
Segmentation, Targeting, Positioning
recommended or required reading
Grewal/Levy: Marketing. McGraw-Hill Education, 6th edition 2017.
Jobber/Lancaster: Selling and Sales Management. Financial Times Prent. 10th edition 2015.
Armstrong/Adam/Denize/Kotler: Principles of marketing. Pearson Australia, 6th edition 2014.
assessment methods and criteria
Written exam and/or presentation
language of instruction
number of ECTS credits allocated
eLearning quota in percent
planned learning activities and teaching methods
Lecture, group work, case studies
semester/trimester when the course unit is delivered
name of lecturer(s)
Dr. Kristina Kampfer
year of study
recommended optional program components
course unit code
type of course unit
mode of delivery