101-113-IO-01 B2B-Sales Management
Study program: | Business Administration (B.Sc.) |
Academic level and semester: | Bachelor, 6th/7th semester |
ECTS credits/workload per semester: | 6 / 150 |
Contact hours per week/contact hours per semester: | 4 / 45 |
Type/Teaching method: | Lecture |
| Language of instruction: | English |
Frequency: | Winter semester |
Lecturer: | Prof. Dr. Dirk Funck |
Content: | This course offers an introduction to the strategic, operational and organizational challenges entailed in B2B sales management. We focus on the following aspects: Fundamental of B2B-Sales, B2B-Customer-Journey and Buying-Center, Key Account Management (KAM) and Custormer Relationsship-Management (CRM), Negotiation Management (Harvard Concept), Sales and Ethics. The learnings are summarized and also tested in case studies. We will especially discuss challenges and questions regarding the Ethics of B2B-Sales. |
Textbooks: | A list of suggested references will be provided in the first lecture. |
| Recommended for: | Undergraduates |
| Prerequisites: | Introductory class in Marketing |
Restrictions: | None |
Assessment: | Coursework project (presentations, paper) |