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