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.
Technical Sales and Distribution Management (Bachelor)
Language of instruction
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.