Prof. Dr. Dr. h.c. Sönke Albers - Teaching at KLU | KLU

Sönke Albers, Head of Management Department and Dean of Research

Teaching at KLU

Sales Management (MSc)

In this course, students will get a detailed understanding of how to manage a sales force mostly in an industrial context. The course should enable students to deal with the most important planning problems of supervising sales people. The course focuses on the following learning objectives:

  • Understanding the tasks of managing a sales force
  • Evaluating strategic issues of designing sales force organizations
  • Introducing concepts for measuring success of sales people and selecting the most promising ones
  • Planning sales effort with the help of decision tools
  • Planning prices in competitive submissions
  • Designing compensation systems for sales people
  • Organizing sales people’s responsibilities including territory alignment
  • Determining the optimal size of a sales force