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Leading the High-Performance Sales Force

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Organisatorische Informationen Kursbeschreibung
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generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
27130
Kursbezeichnung (Deutsch):
Leading the High-Performance Sales Force
Kursbezeichnung (Englisch):
Leading the High-Performance Sales Force
Veranstaltungsart:
MSc Kurs
Semester:
HS 2019
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 Termine

Termin Anzahl Termine Beginn
Di, 11:30 - 15:15, IP-C-101 Hörsaal / Lecture Hall
Di (05.11.2019), 13:45 bis 15:15, K-201 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-203 Wand / Wall / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-203/05 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-205 Wand / Wall / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-207 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-210 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-211 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-212 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-213 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-301 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-303 Wand / Wall / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-303/05 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-305 Wand / Wall / Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-307 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-310 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-311 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-312 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, K-313 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, E-105 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, E-106 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, E-209 Seminarraum / Study Room
Di (05.11.2019), 13:45 bis 15:15, E-210 Seminarraum / Study Room
Mo (25.11.2019), 11:30 bis 13:00, IP-C-101 Hörsaal / Lecture Hall
Di (26.11.2019), 11:30 bis 15:15, E-102 Hörsaal / Lecture Hall
Di (10.12.2019), 08:00 bis 11:15, IP-C-101 Hörsaal / Lecture Hall
Di (10.12.2019), 08:00 bis 09:30, K-201 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-203 Wand / Wall / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-203/05 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-205 Wand / Wall / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-207 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-210 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-211 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-212 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-213 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-301 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-303 Wand / Wall / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-303/05 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-305 Wand / Wall / Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-307 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-310 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-311 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-312 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, K-313 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, G-102 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, G-103 Boruk Krulik Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, G-104 Seminarraum / Study Room
Di (10.12.2019), 08:00 bis 09:30, G-105 Seminarraum / Study Room
legend entry Aus dieser Serie wurden Termine entfernt.
Geplante Lernergebnisse und Kompetenzen (Deutsch):
The course intends to enhance five categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:

1) In regard to factual knowledge, participants are enabled to

  • apply salespeople jargon (such as quota, accelerators, boosters, contexts, pipeline, DSM, and other idioms),
  • understand the specifics and terminology of sales management in various industry sectors, and
  • to define sales performance indicators.

2) In regard to conceptual knowledge, participants are enabled to

  • classify elements of compensation plans,
  • analyze the optimal size of the sales force by different methods,
  • classify the dimensions of sales force performance management,
  • evaluate territory structures, and
  • critically assess motivation theories.

3) In regard to sales force leadership-specific procedural knowledge, participants are enabled to

  • communicate pay plans,
  • introduce territory realignments,
  • introduce selling methodologies/CRM,
  • provide constructive feedback on selling behavior and performance of others,
  • coach salespeople on a sales opportunity,
  • conduct pipeline reviews, develop sales forecasts, and
  • build work relationships with employees older than themselves.

4) In regard to general business-relevant procedural knowledge, participants are enabled to

  • prepare for business meetings and internal committee sessions,
  • make the best out of a limited preparation time budget,
  • make concise contributions to meetings,
  • constructively build and comment on contributions by other participants in the meeting, and
  • derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.

5) In regard to metacognitive knowledge, participants are enabled to

  • evaluate their own leadership behavior,
  • evaluate the ethical dimension of a sales leadership situation,
  • create a skill profile for salespeople and sales leaders.
Geplante Lernergebnisse und Kompetenzen (Englisch):
The course intends to enhance five categories of competences. The practical orientation of the course shows in its emphasis on procedural knowledge:

1) In regard to factual knowledge, participants are enabled to

  • apply salespeople jargon (such as quota, accelerators, boosters, contexts, pipeline, DSM, and other idioms),
  • understand the specifics and terminology of sales management in various industry sectors, and
  • to define sales performance indicators.

2) In regard to conceptual knowledge, participants are enabled to

  • classify elements of compensation plans,
  • analyze the optimal size of the sales force by different methods,
  • classify the dimensions of sales force performance management,
  • evaluate territory structures, and
  • critically assess motivation theories.

3) In regard to sales force leadership-specific procedural knowledge, participants are enabled to

  • communicate pay plans,
  • introduce territory realignments,
  • introduce selling methodologies/CRM,
  • provide constructive feedback on selling behavior and performance of others,
  • coach salespeople on a sales opportunity,
  • conduct pipeline reviews, develop sales forecasts, and
  • build work relationships with employees older than themselves.

4) In regard to general business-relevant procedural knowledge, participants are enabled to

  • prepare for business meetings and internal committee sessions,
  • make the best out of a limited preparation time budget,
  • make concise contributions to meetings,
  • constructively build and comment on contributions by other participants in the meeting, and
  • derive a course of action from a careful analysis of the situation and a structured evaluation of alternatives.

5) In regard to metacognitive knowledge, participants are enabled to

  • evaluate their own leadership behavior,
  • evaluate the ethical dimension of a sales leadership situation,
  • create a skill profile for salespeople and sales leaders.
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