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1st semester – ECTS 30
Core component 1: The background for a company’s sales |
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The Customer a starting point
• The customer’s strategic situation
• Analysis of a company’s business model
• Value stream analysis and resource diversification
• The strategic organization of sales
• Activity-based costing and credit rating |
ECTS 15
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Industry and Competitors
• Complex competitive conditions
• Logistic benchmarking
• Ethics and social responsibility
• International economic environmental conditions |
ECTS 4
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Innovation
• Growth analysis
• Product and concept development strategy
and processes
• Innovative processes and motives
• Project management
• International/EU incorporeal law |
ECTS 5
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Semester Project |
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Methodology |
ECTS 5 |
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2nd semester – ECTS 30
Core component 2: Business development within an
international perspective |
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The sales base
• International sales strategies
• Development of sales plans
• Team building
• Laws on competition
• E conomic value added and weighted average
cost of capital (WACC ) |
ECTS 10 |
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The sales performance
• Reverse marketing
• Space management
• Reqruitment and selection of sales personal
• Optimization of value chains
• Foreign currency and option theory |
ECTS 5 |
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Follow-up and Retention
• Customer follow-up instruments
• Logistic efficiency
• Balanced score card
• Complaints |
ECTS 5 |
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Semester project |
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Elective course element |
ECTS 10 |
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3rd semester – ECTS 30 |
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Internship |
ECTS 15 |
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Bachelor project |
ECTS 15 |