• Prof. Dr. Juliane Staubach

• Prof. Dr. Juliane Staubach

Internationale Vertriebsstrategien und -organisation sowie Verhandlungsführung im internationalen Kontext

• Salesforce's strategic role, roles of sales vs. marketing
• Characteristics and buying behavior of business to business markets
• Multichannel management
• Sales digitization
• Forecasting sales, sales opportunity prioritization (e.g. customer lifetime value analysis)
• Account management
• Customer interaction
• Prepare and conduct a sales call
• Salesforce's motivation and performance
• Ethics in sales management

The students shall understand the success factors of multinational companies and their sales management. They gain insight about the role and responsibility of sales. They shall be able to handle common issues in sales, identify distribution strategies such as multichannel-management. They know how to develop relationships with key accounts and learn critical tools to manage an effective sales force. They shall know how to develop a convincing sales presentation, negotiate with customers and find an agreement. Particular attention will be paid to the business-to-business sector.

• 6 CrP
• Arbeitsaufwand 180 Std.
• Präsenzzeit 60 Std.
• Selbststudium 120 Std.

• 4 SWS
• Seminaristischer Unterricht

• International Marketing (M.Sc. 2021) - 2. Semester

Nein

Bonuspunkte werden gemäß § 9 (4) der Allgemeinen Bestimmungen vergeben. Art und Weise der Zusatzleistungen wird den Studierenden zu Veranstaltungsbeginn rechtzeitig und in geeigneter Art und Weise mitgeteilt.

TL1: Exam (70%),
TL2: OSPE (objective structured practical examination) (30%)

• Cron, W./Decarlo, T.: Sales Management: Concepts and cases, 10th edition, Wiley & Sons 2010,
• Lewicki, R./Saunders, B./Barry, B.: Negotiations. Readings, Exercises, and Cases, 6th edition, McGraw-Hill Education 2009.
• Fisher, R./Ury, W.L./Patton, B.: Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books 2011.
• Ingram, T.N./LaForge, R.F./Avila, R.A./ Schwepker, C.H./ Williams, M.R.: Sales Management: Analysis and Decision. Making, 8th edition, M.E. Sharpe, 2015.