| Inhalt |
During the course, the students will work on a practical related sales project (preferably in groups of 2-3 students).
The project groups will receive a specific project in the area of sales and will perform a market research for a specific product portfolio in a defined market during the semester. Furthermore, the project teams will develop recommendations of actions for the management. The Output of the project teams will be taken into consideration of the annual re-evaluation of the sales strategy for the next years.
There course is subdivided into 3 main sections:
- One-day course (beginning of semester): theoretical framework, company presentation and introduction of the different projects.
- Intermediate Project meetings (twice during the semester) to present preliminary results and ask specific questions.
- Individual final presentations of project results. (Management Summary, Project report, Presentation)
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| Literatur |
- Course Script
- Jobber, D., & Lancaster, G. (2006). Selling and sales management. Pearson Education.
- Weitz, B. A., & Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal
of the academy of marketing science, 27, 241-254.
- Homburg, C., Schäfer, H., & Schneider, J. (2012). Sales excellence: Systematic sales management. Springer Science &
Business Media.
- Dubinsky, A. J., Yammarino, F. J., Jolson, M. A., & Spangler, W. D. (1995). Transformational leadership: An initial
investigation in sales management. Journal of Personal Selling & Sales Management, 15(2), 17-31.
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