| Description | Die Veranstaltung „Sales Management and Retailing“ thematisiert Herausforderungen bei der Gestaltung des Vertriebssystems. |
| Bibliography | Homburg, Christian (2012), Marketingmanagement, 4. Aufl., Wiesbaden. |
| Content of teaching | The aim of the course "Sales Management and Retailing" is on the one hand to give insights into the challenging realization of a successful sales management and on the other hand to discuss peculiarities of retailing contexts. The contents are below others:
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| Annotation | For further information please contact Marketing & Sales Research Group (marketing.iism.kit.edu). This course is held in English. |
| Workload | The total workload for this course is approximately 90 hours. For further information see German version. |
| Aim | Students - know challenges regarding the organization of distribution systems - have knowledge in the field of forecasting and are able to predict the expected sales with the help of different approaches (e.g. exponential smoothing and moving averages) - are able to plan and to put into practice customer satisfaction measurements - know the main goals of customer relationship management and are able to implement them with the suitable instruments (e.g. loyalty programs, cross selling and customers-recruit-customers programs) - are capable to put customer prioritization into place and to calculate the customer lifetime value - know and have mastered the processes to generate recommendations (e.g. collaborative filtering process and affinity analysis) - have well-founded knowledge of complaint management and customer recovery) - understand the transaction cost theory and know its meaning in practice - know different kinds of sales channels and can analyze their success - are aware of power sources and conflicts between producer and retailer and can use this knowledge for a successful vertical marketing - know the particularities of trade marketing regarding the components of the extended marketing mix - have well-founded knowledge of quantitative determining of retail prices |
| Exam description | The assessment consists of a written exam (60 minutes) (following §4(2), 1 of the examination regulation). |
Sales Management and Retailing
| type: | Vorlesung (V) | ||
|---|---|---|---|
| semester: | WS 16/17 | ||
| time: | 2016-10-24 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-10-31 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-11-07 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-11-14 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-11-21 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-11-28 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-12-05 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-12-12 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2016-12-19 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2017-01-09 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2017-01-16 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2017-01-23 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2017-01-30 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 2017-02-06 17:30 - 19:00 wöchentlich 20.30 SR 1.067 20.30 Kollegiengebäude Mathematik, Englerstr. 2 |
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| lecturer: | Prof.Dr. Martin Klarmann | ||
| sws: | 2 | ||
| lv-no.: | <a target="lvn" href="https://campus.studium.kit.edu/events/jgBrqQI91UqDF39LfzzO8g">2572156</a> | ||
