Sales Management (ILV)
BackCourse lecturer:
DI Dr.
Rupert Hasenöhrl| Specialization Area | Marketing |
| Course number | M4.07741.30.080 |
| Course code | SalMa |
| Curriculum | 2015 |
| Semester of degree program | Semester 3 |
| Mode of delivery | Presencecourse |
| Units per week | 2,0 |
| ECTS credits | 4,0 |
| Language of instruction | German |
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Homburg, Chr. & Schäfer, H. & Schneider, J. (2012): Sales Excellence. Vertriebsmanagement mit System. 7. Auflage. Heidelberg: Springer Gabler
Schögel, M. (2012): Distributionsmanagement: Das Management der Ansatzkanäle. München: Vahlen
Johnston, M. & Marshall, G. (2013): Sales Force Management. Leadership - Innovation - Technology. 11th ed. New York: Routledge Chapman & Hall
Kotler, Ph. & Rackham, N. & Krishnaswamy, S. (2006): Ending the War Between Sales and Marketing. Harvard Business Review. July -August, pp. 1 - 13
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