International Sales Management (modular studies, professional part-time)
Hochschulzeugnis & Urkunde

The modular International Leadership & Change Management programme comprises the following modules:

• Sales Strategy
  This module explains the key strategic levers of sales concepts and places them in the context of an overarching objective and strategy system. This encompasses, for example, the issues involved in establishing and planning a sales system, organising wholesale and retail functions, and coordinating and managing sales agents (internal and external sales). The increasing convergence of physical and online sales channels is becoming more and more important, exerting new demands for innovative sales formats and multi-channel strategies. The component on international sales strategy addresses sales issues at both national and international level, for example, outlining the different strategies for establishing and managing global or multinational sales systems and examining practice-based case studies. The different strategic areas of decision-making are elucidated, then discussed and evaluated in relation to various sectors, customer groups and products.
• Sales Channel Management & Alignment
  This module addresses the management and coordination of complex sales organisations and their intrinsic sales channels, addressing the key questions:
  • How can external sales agents be effectively guided and managed?
  • How can innovative sales channels and new media (in this case, above all approaches to eCommerce) be integrated into conventional sales organisations?
  • How can acquisitive and physical distribution (above all sales supply chain management) be managed and coordinated as a whole?
  • Which strategies in multi-channel sales are suitable for achieving positive cross-channel selling effects as opposed to channel cannibalisation?
• In addition, we will be looking at strategic leadership approaches in conventional trade and retail management. Overall, the module on sales channel management and alignment addresses how to establish, coordinate, manage and organise complex sales systems and the sales channels and agents involved. The global aim is to develop a holistic sales channel approach in which the individual sales channels and agents complement one another and focus on customers.
• Sales Organisation Leadership
  “Sales business is people business…” – The objective of this particular module is to teach knowledge of how a sales organisation and agents can be directed towards target groups, while ensuring high market conformity. The area of sales is the key interface between the customer and the brand. It gives the product a face. The shift from sellers’ to buyers’ markets also brought about a strategic departure from a purely transactional to proactive customer relations management. That’s by no means to say that customer care is limited to the acute purchasing stages, but rather that customer relations have to be managed throughout the entire period that a product is used. This module specifically examines key account management strategies (focusing on B2B) and demonstrates how a sales strategy can be embedded in an overarching business management concept. Sales-focused HR and incentive systems are also presented in this context and discussed and illustrated with participants using practical examples. Ultimately, the aim is to use high-performance sales management to achieve the overarching strategic and operational sales targets sustainably and efficiently, and to align management and incentive systems to match.
• Projects
  The project week is designed to gain “hands-on” experience and tackle existing strategic concepts and innovative solutions in sales. A key component is visiting reputable companies and sharing experiences with their representatives. The complexity of sales is reflected in the range of companies visited – including eCommerce, traditional industrial companies (B2B sector) and premium suppliers in the B2C sector. The project week is rounded off with students working on a practical task and then presenting and discussing the results, the idea being to implement acquired knowledge in a practical and application-focused didactic manner.

Schedule:

This certificate course consists of 150 hours of teaching, split into three blocks during a four-month period.

Lectures are held in:

• Two seminar blocks from Thursday to Sunday, 8:30 a.m. to 5:30 p.m.
• One seminar block from Monday to Wednesday, 8:30 a.m. to 5:30 p.m.
• One seminar block from Friday to Sunday, 8:30 a.m. to 5:30 p.m.
• Two stand-alone sessions

Timetable for modular studies

Target group:

Specialists and managers working in strategic and operational sales management or in contact with sales roles, such as areas of corporate management, procurement, logistics or any aspect of marketing.

The modular International Sales Management programme is a professional part-time study format.

What does this mean?

You can study for this qualification alongside your work commitments. Seminars  are held at weekends.

Application deadline:

To start in the summer semester: 15 January each year (30 November for international students)

Admission requirements:

You should meet the following admission criteria:

• A higher education degree (university, university of applied sciences, Baden-Wuerttemberg Cooperative State University)
• At least two years of post-graduate vocational experience
• Good knowledge of English

Alternative qualifications to those cited above will be considered on a case-by-case basis.

Application documents:

Please ensure you have the following documents to hand prior to submitting your application:

Click here to apply online.

Apply now!

What’s more,

the Professional School of Business & Technology is a recognised educational institution under of § 10 para. 3 of Baden-Württemberg’s Training Periods Act (“Bildungszeitgesetz Baden-Württemberg” – BzG BW). This official status entitles us to run training programmes in accordance with the BzG BW.

What does this mean for you? If you work in Baden-Württemberg, with immediate effect you can request five days’ leave for training from your employer for the purpose of professional development. Isn’t that great? Book your place now on the professional development course of your choice. 

Lectures are conducted in English.