Technical Sales and Distribution Management
Technical Sales and Distribution Management
In the fields of technology, sales and marketing, companies today are confronted with major challenges: production engineering, how to increase sales figures and new marketing tools. Therefore there is a need for experts who can respond to these challenges proactively. Know-how carriers are required, who are equipped with in-depth technical and business knowledge, and who know and can apply the latest marketing trends. This is exactly the knowledge that the degree programme “Technical Sales and Distribution Management” provides by combining technology, marketing and sales. It thereby trains students to be solution- and practice-oriented sales experts.
Graduates of this programme can:
- independently plan and manage sales and marketing projects
- establish and improve sales organisations and sales processes
- perform sales and marketing controlling tasks
- apply the principles of customer relationship management (CRM) in corporate and sales contexts
- understand and explain technical processes in mechanical and plant engineering as well as electrical engineering and electronics
- evaluate legal and business aspects of management and factor them into decision-making processes
- manage sales and marketing projects and teams
- Customer support for technical products
- Key account manager
- Sales representative
- Sales manager
- Marketing manager
- Export manager, export administrator
roman anlanger, leiter des bachelorstudiengangs technisches vertriebsmanagement
Information on the degree programme (in German)
Lernen Sie unseren Studiengang kennen!
Student Dominik Haider im Whatchado Interview
Dominik Haider hat sich für das Studium des technischen Vertriebsmanagements an der FH des BFI Wien entschieden, weil es der einzige Studiengang in Wien ist, der Technik und Wirtschaft verbindet.
ECTS and course information
Course Team BuildingECTS Credits 2.00Language GermanCurriculum PTSemester 1 WS
The graduates of the course "Team Building" will be able to classify the different core types of team members and put together different teams in order to better integrate themselves into teams and lead them effectively. This is done primarily through a concrete practical project. Furthermore, the students will be able to examine conflicts in the team and develop strategies to cope with them.
ECTS Credits 2.00Language GermanCurriculum PTSemester 1 WSIncoming
After completing the course "Time Management and Learning Skills", the graduates will be able to take responsibility of managing their own time and divide their time more efficiently in order to achieve the transition from time to self-management. The graduates will further be able to classify different learning techniques and consciously apply them to the mastery of the course material.
Course BalancingECTS Credits 3.00Language GermanCurriculum PTSemester 2 SS
After completing the course "Balance Sheet Accounting" the students will be able to determine the principles of proper accounting and the relevant accounting policies. Further, the students will be able to link the relevant variables in the profit and loss account and balance sheet, derive simple balance sheet analysis and demonstrate the corresponding ratings of depreciable fixed assets. In addition, the students will be able to read submitted and analyze them in relation to assets, income and financial positions.
Course Cost AccountingECTS Credits 3.00Language GermanCurriculum PTSemester 2 SS
After the completion of the course "Cost Accounting" the students will be able to determine the different types of cost accounting and use in practice. Furthermore, the students will be able to analyse contribution margin accounting and critically compare different decisive costs with each other.
Course Fundamentals of DistributionECTS Credits 2.00Language GermanCurriculum PTSemester 2 SS
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 Fundamentals of MarketingECTS Credits 2.00Language GermanCurriculum PTSemester 2 SS
After completing the course "The Basics of Marketing" the students will be able to demonstrate the different sub-sections of marketing (product and product range policy, price policy, distribution policy, communication policy), and relate to these in practice (with special emphasis on B2B marketing), so that they can be critically evaluated together. The students will further be able to design simple marketing plans and evaluate them for use in practice in technical sales. In addition, they will be able to develop the sub-sections - market segmentation, market positioning and market research - and coordinate them in practice.
Course Laboratory: E&EECTS Credits 2.00Language GermanCurriculum PTSemester 2 SS
Nach erfolgreicher Absolvierung dieser Lehrveranstaltung sind die Studierenden in der Lage einen Versuchsaufbau mittels skizzenhafter, rechnerischer und verbaler Analyse zu erfassen und vorhandene Ergebnisse richtig zu bewerten.
Course Laboratory: M&PECTS Credits 2.00Language GermanCurriculum PTSemester 2 SS
Nach erfolgreicher Absolvierung dieser Lehrveranstaltung sind die Student*innen in der Lage einen Versuchsaufbau mittels skizzenhafter, rechnerischer und verbaler Analyse zu erfassen und vorhandene Ergebnisse richtig zu bewerten.
Course Social MediaECTS Credits 2.00Language GermanCurriculum PTSemester 2 SS
After completing the course "Social Media", the students will be able to understand the most important tools of social media and successfully put them into practice. The students will further be able to use the social media communication matrix to design successful social media marketing campaigns. Further, they will be able to differentiate between special communication in B2B and B2C social media environment.
Course Special Applications E&EECTS Credits 4.00Language GermanCurriculum PTSemester 2 SS
Nach erfolgreicher Absolvierung dieser Lehrveranstaltung sind die Studierenden in der Lage mit praxisgerechten Beschreibungsmethoden elektrotechnische Grundlagen und deren Anwendungen miteinander zu verknüpfen.
We thank our sponsors
Technology and sales. These two areas were key topics which ran through the entire programme and were a deciding factor for me when considering what programme to take. Looking back, this programme hasn’t just lived up to my expectations, it’s exceeded them. The presentation techniques and sales strategies I’ve learned will enable me to identify and satisfy current and future customer requirements.
Eva Verešová, BA, programme graduate