Sales Management

Teaching and learning formats

Tuition in Seminars

Case Studies, Group work

Applicability

The Module is mainly based on the Module 7 Business Management, 12 Marketing, 13 Intercultural Management.

The specification can be used as foundation of the Bachelor Thesis, Module 27.

Equivalent to TWIN Program BBW Module 22-27 Schwerpunkte

Programme semester

7. Semester

Particular conditions for admission (to exam)

other exam (soP):, Report (A), Presentation (B) or Portfolio (F)
Decision and Announcement beginning of the semester; Multiple Choice: possible; Auxiliary material: no

Weighting factor of module grade

Factor 1

Conditions for participation (in module)

Basic knowledge of foreign trade theory.

You cannot enrol in the corresponding German TWIN module if you participate in this focus: Marketing (BBW)

Module contents

This series of four courses focuses on international sales Management. Its aim is to prepare students for analysing, selecting and organizing sales activities in foreign countries. Based on the results of local area analysis and international market research, they will be able to develop strategies for new target markets and to develop a sales network. Case studies and practical projects help students apply their knowledge in real-life international market environments. In this module students gain detailed knowledge in the following topics:

Sales Process (Prof. Dr. Andreas Rükgauer)

• Lead Management
• Sales Opportunity Management
• Negotiation Management
• Intercultural Aspects

Distribution Management (Prof. Dr. Markus Besenbeck)

• Sales Channel Management
• Sales Force Organization
• Sales Function and Roles
• International Sales Structures

Customer Relationship Management (Prof. Dr. Andreas Fuchs)

• CRM Basics & Framework
• Strategic CRM (Satisfaction / Loyalty / Experience)
• CRM Metrics & Analytics
• Data Driven CRM (Customer Data Management)

Sales Controlling (Prof. Dr. Manfred Kiesel)

• Sales Goals
• Information System
• Evaluation
• Tools

Learning outcomes

Level: Reproduction

The students...

• know about thedifferences among global markets, behaviour of the sales staff,
• acquire broad-based knowledge and skills necessary to  fulfil their professional goals
• know the basic concepts of modern sales management along the entire customer relationship management process

Level: Knowledge an Comprehension

The Students...

• are able to recognise complex processes of change and comprehend their strategic effect
• draw up a coherent written statement and oral presentation of the analysis of a complex business issue
• understand the requirements of different business types in regard to sales management
• can differentiate different types of sales strategies, structures, processes, skills, controlling schemes and tools
• know the specific topics in international sales management

Level: Problem Solving

The Students...

• implement analytical and problem-solving skills in decision making
• analyse global markets and trends with their impacts on local sales
• recognize and analyse ethical and legal problems for the sales staff
• choose a resolution and justify ethical choices
• work independently and find creative solution concepts
• can choose suitable measures in order to effectively and efficiently organize sales strategies, structures, processes, skills, controlling schemes and tools based on the requirements of businesses
• can apply appropriate negotiation skills

Literature and other material

Kiesel, M.: Internationales Projektmanagement, current ed.
Kiesel, M.: Internationale Aspekte der Betriebswirtschaft, in: Wollenberg, Klaus (Hrsg.): Taschenbuch der Betriebswirtschaft,current ed.
Kiesel, M.: Internationale Betriebswirtschaft, in: Pepels, Werner (Hrsg.): Allgemeine Betriebswirtschaftslehre, current ed.
Bartlett/Beamish, Transnational Management, current ed.
Hofbauer, G., Hellwig, C.: Professionelles Vertriebsmanagement, current ed.
Homburg, C. et al.: Sales Excellence, current ed. [engl]
Hippner, H. et al. (Hrsg): Grundlagen des CRM, current ed.
Winkelmann, P.: Vertriebskonzeption und Vertriebssteuerung - Die Instrumente des integrierten Kundenmanagements - CRM; current ed.
FHWS - Papers, Cases, Slides