MA Strategic Sales Management

...because today a professional strategic sales department is regarded as one of the major competitive factors in successful companies. Up to now, however, the sales function has been badly neglected in management and research training.

The Strategic Sales Management MA closes this systematic gap and provides you with the specialist knowledge, the methods and skills to develop excellent sales practices in a highly dynamic B2B competitive environment.

Length of course

4 semesters

Place of study

Reutlingen or Böblingen

Beginning of course

1 October

Application deadline

15 July

Language of instruction

German

Foreign languages

English

ECTS

90

Graduates of Bachelor programmes with 180 ECTS points can obtain a further 30 ECTS points by completing an additional module.

Degree

Master of Arts

Costs

€24,000.-

Admission requirements

Above-average bachelor degree with 210 ECTS (with 180 ECTS an additional module is required)

 

Successful completion of an entrance examination in the form of a selection interview

 

Contract of employment with at least 25 percent leave of absence or confirmation of self-employed status

 

Available places

21

• How can customer needs be identified and customised solutions developed and offered?
• How does the sale of integrated solutions made up of consulting, product and service take place and which approach or approaches are target-oriented?
• What effects does the sales employee’s role change from product seller to solution consultant have?
• How can a targeted communication be developed and what aspects must be taken into account?
• What demands must be dealt with when motivating and controlling a sales unit in an intercultural environment?
• What kind of impression do I make on other people and what leadership skills do I have and how can I develop them?
• How can relevant aspects be inferred from company information for sales activities?

Graduates‘ qualifications profile

Graduates of this study programme are able to take on tasks at their future employer’s independently and under their own responsibility in the area of integrated and complex sales solutions, mostly in the business-to-business (B2B) context.

This programme trains customer-oriented thinking and acting as well as professional contact with customers. It teaches the structuring and management of sales processes, the management of sales employees and the systematic analysis and control of complex decision-making scenarios.

The students enhance their analytical intellectual power, acquire specialist skills in the fields of sales, consulting and management and develop their ability to work in a team, their personality and their sense of responsibility.
 

Typical industries/lines of business

• IT companies
• Automotive (supplier) industry
• Business consulting
• Wholesale and international trade
   

Typical corporate areas

• Management functions on corporate and project level
• International sales, sales control and sales management (focus on complex products and solutions)
• Marketing
• Business development
• Key account management
• Strategic corporate development
• Internal business consulting

ESB Business School is accredited by AACSB International – The Association to Advance Collegiate Schools of Business (AACSB). Worldwide only five percent of all business schools bear this seal of quality. The AACSB is the largest accreditation organisation in the world with demanding quality requirements in relation to training and research at business schools.

This programme was awarded with FIBAA's premium seal.