TECHNICAL SALES AND DISTRIBUTION MANAGEMENT

Technology and Distribution: These two areas are the guiding principles of the entire course of studies, and were decisive in my choice of studies. Looking back, this study programme has not only met but indeed surpassed my expectations. The presentation and selling techniques acquired have enabled me to identify and meet customer requirements.

Eva Verešová, BA, Alumna

 

 

Qualification awarded
Bachelor degree programme (6 semesters, 180 ECTS credits): Bachelor of Arts in Business; abbreviated: BA

Level of qualification
Bachelor degree programme: first cycle, ISCED 5A, EQF level 6

Specific admission requirements
Admission to a bachelor degree programme at a university of applied sciences is granted upon the basis of the Austrian higher secondary school leaving certificate (Reifezeugnis), its foreign equivalent, or the successful completion of a special university entrance examination (Studienberechtigungsprüfung). Students of compulsory lower schools who have completed additional schooling in the form of apprenticeships as skilled workers may also take a vocationally based examination acknowledged as equivalent to the higher secondary school leaving certificate (Berufsreifeprüfung). Admission to universities of applied sciences is based on a selective admissions process. The admission process for applicants for the Technical Sales and Distribution Management bachelor degree programme consists of three steps: a written application, a multiple-choice test and an interview.

Specific arrangements for recognition of prior learning (formal, non-formal and informal)
Students who have acquired certain competences through prior learning can apply for the recognition of these. If the competences were acquired within the framework of a formal learning process (university or equivalent, or other recognized training /education institutions), the programme director decides on the basis of the provided documents (transcripts, course descriptions, etc.), if the credits for the prior learning can be transferred. If competences were acquired in a non-formal or informal context, students can request a competence ascertainment test. If the student passes this test, the competences acquired through prior learning will be credited. Applications for recognition of prior learning have to be submitted within 14 days of the beginning of the semester in which the course is situated. Students must substantiate a request for recognition of prior learning with original documents or officially authenticated copies.

Recognition of study abroad periods
Before the study abroad period every prospective mobile student draws up a learning agreement which has to be approved by the UAS bfi Vienna and the host institution. In case of changes in the study programme the learning agreement may be amended. All changes have to be approved by both the UAS bfi Vienna and the host institution. After the mobility period students hand in their transcripts of records to the mobility coordinator, who will facilitate the recognition based on the signed learning agreements and the approved changes. The credits obtained at the host institution in accordance with the learning agreement are automatically transferred into the transcript of records of the UAS bfi Vienna with their original titles and a reference to the host institution, where the study abroad credits were obtained.

Qualification requirements and regulations
The bachelor degree programme Technical Sales and Distribution Management does not require previous knowledge that goes beyond the level of the general university entrance qualification. However, prospective students should definitely have teamwork skills, communication skills and an interest in sales, distribution and technology.

Profile of the programme
The bachelor degree programme Technical Sales and Distribution Management is a six-semester degree programme, which links two main subjects in an interdisciplinary way: distribution management and engineering (mechanical and plant engineering as well as electrical engineering and electronics). The bachelor degree programme Technical Sales and Distribution Management unites technical and economic issues. This degree programme offers a unique higher qualification in the field of technical distribution, which will facilitate the entry into a management career. The new degree programme was specially developed for working people, who wish to combine career and studies. Apart from technical subjects, the degree programme imparts practically oriented legal knowledge, fundamentals of economics and, above all, the know-how necessary for distribution management (customer relationship management, sales techniques, presentation, negotiation skills, personnel management). An internship in the future vocational field during the 6th semester is mandatory.

Key learning outcomes
Technical Sales and Distribution Management bachelor graduates are able to:

  • plan and run sales-and-marketing-specific projects;
  • build and optimize distribution organizations and distribution processes;
  • carry out sales and marketing controlling
  • apply CRM principles in the contexts of enterprises and distribution;
  • grasp and communicate technical processes in mechanical and plant engineering as well as in electrical engineering and electronics;
  • integrate legal and business administration aspects of business management, and consider them in decision-making;
  • lead distribution and marketing projects, as well as teams.

 

Occupational profiles of graduates with examples
Distribution managers are responsible for the distribution of a company's products. They make decisions regarding e.g. distribution channels, transport facilities and whether goods will be distributed through the company's own branches or a middleman. They are also responsible for service facilities for customers and process orders and deliveries. The vocational field of this degree programme lies mainly, though not exclusively, in the distribution of technical products and is also aimed at buyers of technical products.

The graduates of this degree programme find employment in businesses in the following fields:

  • process engineering (machinery and plant engineering),
  • electronics, electrical engineering,
  • plastics engineering,
  • information and communication technology (data processing),
  • medical engineering.

 

Of course the graduates may also work as distribution specialists in businesses in non-technical areas, such as industrial enterprises, business operations and trading enterprises of any sector as well as in banks, insurances, traffic enterprises and other service providers.

Apart from account managers for technical products, job positions of graduates will mainly be:

  • key account manager,
  • sales representative,
  • marketing and sales manager,
  • marketing director and distribution director as well as sales director.

 

As highly qualified experts, they will be assigned functions on the 2nd or 3rd management level or staff functions in the job positions mentioned above, depending on company size. Technical project management is also an option.

Access to further studies
Graduates of UAS bachelor degree programmes may enrol in master programmes at universities and UASs.

Course structure diagram with ECTS credits
  Technical Sales and Distribution Management BA (PDF, 122.81 KB)

 

Course descriptions in German
Course descritptions in English

Examination regulations, assessment and grading
Every examination can be repeated twice, whereby the third examination is before a commission. In case of a negative commission examination, a once only application to repeat a year can be made to the degree programme director. According to the modalities for examinations outlined in the curricula, achievement may be evaluated upon the basis of oral and written exams or project related work. In principle oral examinations are open to the public (Source: Austrian Federal Ministry of Science and Research Unit III/7).
Final examination: For UAS bachelor degree programmes, independently written works, so-called bachelor papers, are to be produced within the lectures, the concluding bachelor examination is held in the form of a commission.

Austrian Grading Scheme (PDF, 38.95 KB)

Additional information about the grading system is provided in the Transcript of Records (ToR) and the Diploma Supplement.

Graduation requirements
For UAS bachelor degree programmes, independently written works, so-called bachelor papers, are to be produced within the lectures, the concluding bachelor examination is held in the form of a commission. The final examination consists of a committee examination before an examination board in the department. This committee examination consists of an oral examination of the completed bachelor work and the cross connections to the relevant subjects of the curriculum. Requirement for permission to take the final examination: all proof of performance has been evaluated positively; all bachelor work has been evaluated positively.

Mode of study (full-time, part-time, e-learning…): The bachelor degree programme Technical Sales and Distribution Management is a career-parallel programme designed for working students and takes their specific situation into account. The semester takes 20 weeks and classes are held on three evenings per week and on Saturdays.

Programme director or equivalent: Roman Anlanger, tel.: ++43-1-7201286-910