Art der Veranstaltung: |
Vorlesung, 2 SWS, S-BWL Diplom, KISS (Englisch) |
Termin: |
SoSe 2010 |
Dozent: |
Prof. Dr. Dr. h.c. Sönke Albers |
Wertigkeit: |
6 ECTS-Credits/4 Prüfungspunkte |
Vorlesungstermin |
Dienstags 12.00-13.30 und 16.00-17.30 Uhr |
Raum: |
Audimax Hörsaal C |
Erste Vorlesung: |
08.06.2010, 12.00-13.30 Uhr |
Letzte Vorlesung: |
13.7.2010, 16.00-17.30 Uhr |
Klausurtermin: |
20.7.2010, 12.00-14.00, Audimax Hörsaal G und H |
Hilfsmittel: |
nicht programmierbarer Taschenrechner |
Content
This course deals with problems of sales management such as sales strategy, recruiting and evaluating salespersons, tour planning, call planning, compensation and incentives, sales territory design, determination of sales quotas, and salesforce size
Literature
Detailed information on required and optional literature is given in a collection of material of approximately 200 pages. The material can be downloaded at the beginning of the course. An overview is given by:
- Albers, S. (1989): Entscheidungshilfen für den Persönlichen Verkauf, Berlin
- Johnston, M.W., Marshall, G.W. (2006): Churchill/ Ford/ Walker’s Sales Force Management, 8th ed., Boston.
Exam
There will be a written exam over 60 minutes at the end of the course.
Course Material
(Table of Content, Literature, Previous exams) can be found in the Download-Section. Login and password will be announced during the lecture.
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