Strukturbaum
Keine Einordnung ins Vorlesungsverzeichnis vorhanden.
Veranstaltung ist aus dem Semester
SS 2020
, Aktuelles Semester: SoSe 2024
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Seminar: B2B-Sales Management Sprache: Englisch Belegpflicht | |||||||||||
Nr.: 7184 Seminar SS 2020 2 SWS Jedes Semester | |||||||||||
Bachelor-Studiengang: | Bachelorstudiengang Betriebswirtschaftslehre und Management | ||||||||||
Studiengang | International Academy, Abschluss 97, ( 1. Semester ) - ECTS-Punkte : 3 - Kategorie : Pflichtfach | ||||||||||
Zugeordnete Lehrperson: | Fuß | ||||||||||
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Termin: | Montag 08:00 - 09:30 wöchentl | Raum : B 016 Gebäude B | |||||||||
Inhalt: | The relevant content is presented and discussed during courses.
The courses as well as the material used in course are the basis for a case study preparation. Moreover, selected articles from journals are also relevant for the case study. This semester you will elaborate a "real" case study. You will get introduced in the topic of Sales Excellence with Felss Group GmbH. The Kick-Off with Felss will be on Monday, the 8th of April at 17.45 in C109. |
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Literatur: | Slides of the course
Håkan Håkansson & Ivan Snehota (1995), Developing Relationships in Business Networks, London : Routledge, pp.1-62, 119-147, 182-204, 261-284, 319-329. Michael Kleinaltenkamp, W. Plinke, I. Wilkinson, I. Geiger (2015) Fundamentals of Business-to-Business Marketing, Mastering Business Markets, Springer Verlag |
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Lernziele: | By visiting this course you will be able to understand fundamentals of business markets and business marketing, and what firms should know about when
* managing and competing in business networks * purchasing and structuring supplier management * managing distribution on business markets * organizing sales management on business markets * applying brands on business markets |
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