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Strukturbaum
Keine Einordnung ins Vorlesungsverzeichnis vorhanden.
Veranstaltung ist aus dem Semester
SS 2020
, Aktuelles Semester: SoSe 2024
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- Funktionen:
Zur Zeit kein Belegungszeitraum aktiv.
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Seminar: B2B-Sales Management
Sprache: Englisch
Belegpflicht
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Nr.:
7184
Seminar
SS 2020
2 SWS
Jedes Semester
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Bachelor-Studiengang:
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Bachelorstudiengang Betriebswirtschaftslehre und Management
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Studiengang
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International Academy, Abschluss 97,
(
1.
Semester )
- ECTS-Punkte : 3
- Kategorie : Pflichtfach
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Zugeordnete Lehrperson:
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Fuß
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Zur Zeit kein Belegungszeitraum aktiv.
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Termin:
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Montag
08:00
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09:30
wöchentl
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Raum :
B 016
Gebäude B
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| Inhalt: |
The relevant content is presented and discussed during courses.
The courses as well as the material used in course are the basis for a case study preparation. Moreover, selected articles from journals are also relevant for the case study.
This semester you will elaborate a "real" case study. You will get introduced in the topic of Sales Excellence with Felss Group GmbH. The Kick-Off with Felss will be on Monday, the 8th of April at 17.45 in C109. |
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| Literatur: |
Slides of the course
Håkan Håkansson & Ivan Snehota (1995),
Developing Relationships in Business Networks, London : Routledge,
pp.1-62, 119-147, 182-204, 261-284, 319-329.
Michael Kleinaltenkamp, W. Plinke, I. Wilkinson, I. Geiger (2015)
Fundamentals of Business-to-Business Marketing, Mastering Business Markets, Springer Verlag |
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| Lernziele: |
By visiting this course you will be able to understand fundamentals of business markets and business marketing, and what firms should know about when
* managing and competing in business networks
* purchasing and structuring supplier management
* managing distribution on business markets
* organizing sales management on business markets
* applying brands on business markets |
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