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Communications and Sales Management
Course Description
This course covers the Instrumental Perspective of Marketing.
The course is structured as follows:
Communications Management
Basic Terms, Concepts, and Overview
Objectives and Target Groups of Communications
Budgeting and Media Planning
Design of Communication Measures
Implementation of Communication Measures
Monitoring of Communication Impact
Sales Management
Basic Terms, Concepts, and Overview
Design and Structure of the Sales System
Design and Structure of the Relationships to Sales Partners and Key Accounts
Design of Selling Activities
Sales Logistics
General information
| Type of Cours | Foundation course of the MBA-Degree |
| ECTS | 4.5 |
| Language | English |
| Pre-Requisites | Completion of BBA-Degree |
| Number of Participants | no limitation |
| Assessment | Written Exam (90 minutes, 70% of grade), Case Studies (Tutorial, 30% of grade) |
| Course number | W3115 |
| Lecturer | Prof. Dr. Andreas Fürst |
| Assistant | Olivier Pahud |
| KSL | Link KSL |
All students participating in „Communication and Sales Management“ in HS12 must attend the kickoff lecture on the 12th of October in room 201 from 8:00 to 10:00. Detailed information about course and the graded tutorial will be communicated there.
Formation of tutorial groups will be arranged during this kickoff lecture. You will have to form groups of 5 students (not less and not more students!).
Time Schedule
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Lecture dates Place: |
Friday, 12.10.2012 08:30-10:00 Friday, 26.10.2012 08:30-18:00 Friday, 09.11.2012 08:30-18:00 Friday, 16.11.2012 08:30-18:00 Friday, 23.11.2012 08:30-18:00 Friday, 14.12.2012 08:30-18:00 Hörraum 201, Hochschulstrasse 4 (Hauptgebäude) |
