Sales Fundamentals
Brief description
· Market orientation and customer orientation
· Strategic and operational sales planning
· Fundamentals of sales management
· Sales cycle
· Field service, in-house service
· Sales promotion, trade fairs, exhibitions
· Sales plan
· Possible sales organisations
Fundamentals of digitalisation in sales
Mode of delivery
face to face
Type
compulsory
Recommended or required reading and other learning resources/tools
· Monsberger, R. (2023): Skriptum: Grundlagen Vertrieb. FH des BFI Wien
· Kotler, Ph. et al. (2022): Grundlagen des Marketings. 8 Aufl., Pearson Studium
· Purle, E., Arica, M., Korte, S., Hummels, H. (2023): B2B-Marketing und Vertrieb: Strategie – Instrumente – Umsetzung. Wiesbaden: Springer Fachmedien
Planned learning activities and teaching methods
Presentation, discussions, minute paper
Assessment methods and criteria
- 100% written final examination/creation of a paper (analysis of a company's sales strategy)
- Assessment criteria: accuracy of content and methodology, completeness of answers, level of detail in answers, adherence to the criteria of scientific writing
Prerequisites and co-requisites
none
Infos
Degree programme
Technical Sales and Marketing (Bachelor)
Cycle
Bachelor
ECTS Credits
2.00
Language of instruction
German
Curriculum
Part-Time
Academic year
2025
Semester
2 SS
Incoming
No
Learning outcome
After successfully completing the course, students are able to:
- name, structure and classify the most important instruments of sales (with particular consideration of B2B sales and technical sales),
- explain elements of trade fair and field service planning and transfer these into a comprehensive sales plan,
Course code
1480-24-01-BB-DE-12