Technical Sales and Distribution

Course contents

- Sales Excellence (sales strategy, sales management, customers)
- Task and objective of customer relationship management in the company (customer retention management, customer recovery management, processes in sales)
- Types of multi-channel management (multi-channel systems, opportunities and risks)
- Digitalization in sales (new media, social media in sales)
- Benefits and goals of coaching in sales (instruments and limits of sales coaching)
- Definition and types of sales (from pre-sales to after-sales management)
- Definition and types of technical sales (special features, bying center, selling center)
- Distribution policy (direct and indirect sales channels)
- Sales Excellence (sales strategy, sales management, customer orientation)
- Task and objective of customer relationship management in the company (customer retention management, customer recovery management, processes in sales)
- Types of multi-channel management (multi-channel systems, opportunities and risks)
- Digitalization in sales (new media, social media in sales)
- Sales and Marketing 4.0 (digitalization in B2C or B2B, digital processes, strategic sales targets 4.0)
- Digital Selling (strategies and tools for B2B marketing/sales)
- Building Information Modeling (BIM)

Department

Bachelor's program Industrial Engineering & Management