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,
compare and describe the various tools of CRM.

Course code

1480-24-01-BB-DE-12