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 Thomas Plociennik
KSL

Link KSL

Time Schedule

 

Lecture dates

Tuesday, 8.15 - 10.00
Place Room see KSL, Main Building

Lecture notes & scripts

Please register for the lecture via KSL and you will be automatically added to ILIAS group. There you will find the lecture notes & scripts.