Internationales Verkaufsmanagement

Modulnummer
2105
Modulverantwortliche
Prof. Dr. Juliane Staubach
Dozenten
Prof. Dr. Juliane Staubach
Qualifikations- und Lernziele

To research, understand and analyze the success factors of multinational companies and their sales management. Handle common issues, identify strategies and develop relationships that relate to manage an effective sales force. Understand how to develop a convincing sales presentation, negotiate and find an agreement. Particular attention will be paid to the business to business sector.

Lerninhalte

sales force's strategic role;
characteristics of business to business sector;
estimating potentials and forecasting sales;
sales force investment & budgeting;
sales opportunity prioritization (e.g. customer lifetime value analysis);
buying behavior in business to business markets;
account management;
the sales presentation;
negotiation, objection handling and finding an agreement;
intercultural aspects of negotiations;
sales force structure;
salesperson recruiting and development;
sales force leadership, motivation, compensation and performance evaluation;
ethics in sales management

Moduldauer (Semester)
1
Unterrichtssprache
Englisch
Gesamtaufwand
6 CrP; 6 Stunden, davon etwa 4 Stunden Präsenzzeit.
Semesterwochenstunden
4
Häufigkeit des Angebots
Einmal im Jahr