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 Course Foundation course of the MSc
ECTS 4.5
Language English
Pre-Requisites Completion of BSc
Number of Participants no limitation
Assessment Written Exam (90 minutes)
Group Work
Lecturer Prof. Dr. Harley Krohmer
Assistant Alisa Petrova

Time Schedule

Lecture dates Tuesday, 19.09.2017, 16:15-18:00,
Place Room 220, Main Building
Tutorial date Friday, 08.12.2017, 15:15 – 16:00
Place Room 201, Main Building


The password for accessing the lecture notes download page will be displayed during the first lecture. In case you weren't able to attend the first lecture you are kindly requested to help yourself by asking fellow students or having a look at the information board at the marketing department (Engehaldenstrasse 4).