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Veranstaltungsdetails

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Organisatorische Informationen Kursbeschreibung
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eventdetails open Kursbeschreibung

Sprache:
Englisch
ECTS-Credits:
5.0
Art der Prüfung (Deutsch):
The grading policy in this course has two differentiating characteristics:
  • 100% individual performance. No team grades. No peer evaluation.
  • No sit-down, speed-writing exam under time pressure, no memorizing of PowerPoint slides, no black-out risk.

The course grade is composed as follows:

  • 46%: ten class preparation notes (pdf, bullet points are enough, ca. 500-750 words),
  • 4%: two role-play videos,
  • 50%: two individual take-home papers (pdf, essay)
Art der Prüfung (Englisch):
The grading policy in this course has two differentiating characteristics:
  • 100% individual performance. No team grades. No peer evaluation.
  • No sit-down, speed-writing exam under time pressure, no memorizing of PowerPoint slides, no black-out risk.

The course grade is composed as follows:

  • 46%: ten class preparation notes (pdf, bullet points are enough, ca. 500-750 words),
  • 4%: two role-play videos,
  • 50%: two individual take-home papers (pdf, essay)
Kursinhalt (Deutsch):
The course content is organized around three themes:

1) Sales force deployment

  • Field sales, inside sales, and key account sales roles (includes case InsideSales.com, HBS)
  • Sales force sizing and territory alignment (includes case StepSmart Fitness, HBS)
  • Increasing active selling time

2) Sales force steering

  • Compensation plan design
  • Goal setting and sales contests (includes case I.M.A.G.E. International, Darden)
  • Feedback and coaching (includes case ZenRecruit, HBS)
  • Customer prioritization and visit frequencies (includes case PowerTools, WHU)
  • Administrator-driven vs. algorithm-driven vs. autonomous work (includes case Cabot Pharmaceuticals, HBS)
  • Pipeline management and forecasting (includes case PackMach, WHU)

3) Sales force transformation

  • Creating a high-commitment sales culture (includes case DEC Culture, WHU)
  • Transforming from transactional product sales to consultative solution sales (Hilti guest lecture)
  • Leading as a young sales manager (includes case Pilgrim Drugs, HBS)
  • Communicating change
  • High sales performance with high integrity
Kursinhalt (Englisch):
The course content is organized around three themes:

1) Sales force deployment

  • Field sales, inside sales, and key account sales roles (includes case InsideSales.com, HBS)
  • Sales force sizing and territory alignment (includes case StepSmart Fitness, HBS)
  • Increasing active selling time

2) Sales force steering

  • Compensation plan design
  • Goal setting and sales contests (includes case I.M.A.G.E. International, Darden)
  • Feedback and coaching (includes case ZenRecruit, HBS)
  • Customer prioritization and visit frequencies (includes case PowerTools, WHU)
  • Administrator-driven vs. algorithm-driven vs. autonomous work (includes case Cabot Pharmaceuticals, HBS)
  • Pipeline management and forecasting (includes case PackMach, WHU)

3) Sales force transformation

  • Creating a high-commitment sales culture (includes case DEC Culture, WHU)
  • Transforming from transactional product sales to consultative solution sales (Hilti guest lecture)
  • Leading as a young sales manager (includes case Pilgrim Drugs, HBS)
  • Communicating change
  • High sales performance with high integrity
Voraussetzungen für die Teilnahme (Deutsch):
Enrollment in this course is not limited by pre-experience prerequisites. In particular, it is not necessary to have taken my other courses in the program - this course stands alone. However, what you should be aware of before enrolling in this course is:
  • The course requires spreadsheet analyses. If you do not like numbers and Excel, do NOT take this course.
  • The course uses a highly interactive learning method (e.g., role-plays, case discussions). If you do not speak English fluently, do NOT take this course.
  • The course leverages mutual learning in the classroom. If you cannot commit to attending all class sesions, do NOT take this course.
  • Oral contributions to mutual learning are essential. If you expect to comfortably lean back and watch from the sideline, do NOT take this course.
  • The course requires your full attention to the comments of your classmates. Use of “second screens” (messenging or web browsing on phones, tablets, or laptops) is not appreciated in my classroom. If you cannot live without them for 90 minutes straight, do NOT take this course.

The course requires a couple of study hours for each session. If you are not prepared, you can neither follow the discussions nor contribute to joint learning. This is a high pain, high gain course. If you are shy of hard work, do NOT take this course.

Voraussetzungen für die Teilnahme (Englisch):
Enrollment in this course is not limited by pre-experience prerequisites. In particular, it is not necessary to have taken my other courses in the program - this course stands alone. However, what you should be aware of before enrolling in this course is:
  • The course requires spreadsheet analyses. If you do not like numbers and Excel, do NOT take this course.
  • The course uses a highly interactive learning method (e.g., role-plays, case discussions). If you do not speak English fluently, do NOT take this course.
  • The course leverages mutual learning in the classroom. If you cannot commit to attending all class sesions, do NOT take this course.
  • Oral contributions to mutual learning are essential. If you expect to comfortably lean back and watch from the sideline, do NOT take this course.
  • The course requires your full attention to the comments of your classmates. Use of “second screens” (messenging or web browsing on phones, tablets, or laptops) is not appreciated in my classroom. If you cannot live without them for 90 minutes straight, do NOT take this course.

The course requires a couple of study hours for each session. If you are not prepared, you can neither follow the discussions nor contribute to joint learning. This is a high pain, high gain course. If you are shy of hard work, do NOT take this course.

Literatur (Deutsch):
There is no required textbook. We have not found a book that covers the range of topics discussed by this course. The learning material for this course includes presentation slides, copies of articles, case studies, role-plays, videos, and black board notes. These and further course-related information are available on the learning management system myWHUcourses (another name for it is “Moodle”).
Literatur (Englisch):
There is no required textbook. We have not found a book that covers the range of topics discussed by this course. The learning material for this course includes presentation slides, copies of articles, case studies, role-plays, videos, and black board notes. These and further course-related information are available on the learning management system myWHUcourses (another name for it is “Moodle”).
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GesamtworkloadZusammensetzung open Gesamtworkload und seine Zusammensetzung:

Gesamtworkload (in h):
150
Selbststudium (in h):
63.75
Kontaktzeit (in h):
30
Prüfung (in h):
56.25
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