The students know the most important tasks that are associated with the structure of the organization and management of a sales team. You can develop sales strategies, sales planning processes for companies and analyze, design and evaluate CRM processes. Furthermore, the students master the necessary skills to independently implement CRM projects and are further able to put the most common tools of CRM in relationship. They also know the most important instruments of marketing in B2B and B2C and can apply this also and are able to develop brands.

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Basics of sales of capital goods organizational structures and management systems for the distribution design of the sales process development and implementation of VertriebsstrategienVerkaufs- and pricing strategies for different KundensegmenteKey account management branding and brand management customer loyalty and customer relationship management

Hofbauer, G./Hellwig, C. (2009): Professionelles Vertriebs-management: Der prozessorientierte Ansatz aus Anbieter- und Beschaffersicht, Publicis Corporate Publishing, 2. Auflage, ErlangenHomburg, C. /Schäfer, H./Schneider, J. (2008): Sales Excellence: Vertriebsmanagement mit System, 5. Aufl., WiesbadenJobber, D./Lancaster, G. (2009): Selling and Sales Management, 8th Ed., Financial Times / Prentice Hall

Integrated course (ILV)

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