Fundamentals of Distribution

Market orientation and customer orientation, strategic and operational sales planning with special emphasis on technical sales, the basics of sales management (CRM) - customer familiarisation, satisfaction and retention, sales policy, sale cycle, field sales, inside sales, sales promotion, trade shows and exhibitions, marketing plans, sales organizations, direct and indirect sales, case studies and checklists.

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Anlanger, R., Skriptum (2016): Grundlagen Vertrieb

Planned learning activities and teaching methods

Lectures, using self generated scripts; the practical aspect is paramount, beside the theoretical fundamentals.

Assessment methods and criteria

written exam in order to assess learning outcomes

Prerequisites and co-requisites

introduction class, no subject specific prerequisite

Infos

Degree programme

Technical Sales and Distribution Management (Bachelor)

Cycle

Bachelor

ECTS Credits

2.00

Language of instruction

German

Curriculum

Part-Time

Academic year

2021

Semester

2 SS

Incoming

No

Learning outcome

After completing the course "Basics sales" the students in a position to the main instruments of distribution (with special emphasis on B2B sales and technical sales) shall be stated and conclusions and inferences derived from it. Graduates can further design exhibition and sales force planning, and integrate them into a comprehensive marketing plan. Further, the graduates describe the various tools of Customer Relationship Management.

Course code

0480-18-01-BB-DE-12