International Management

WPF 3 Distribution & Sales

Seminar, 5.00 ECTS


Course content

This course will study the elements and management of marketing and sales channels. How distribution and sales is used to achieve strategic advantage. A distribution channel is an inter-organisational system that makes goods, services, and solutions available
for purchase. The focus is on how institutions effectively and efficiently transmit anything of value from its points of conception (services, solutions) or production (goods) to its point of usage (either B2B or consumer). Students will analyse marketing channels in order to understand how marketing channels can be made to work for every player in the channel (e.g. supplier, distributor, retailer, enabler, etc.) and for the final customer. Students will concentrate on how these firms achieve cooperation and coordination, as well as on how they can degenerate into conflict, indifference, and low performance.
Moreover, different sales methods and some core issures of sales force management will be introduced.

Learning outcomes

Upon sucessful completion of either of the courses offered in this module, students will be able to
- describe the subject matter and the main content
- analyse cases by applying the theorie taught in the course
- provide solutions for practical problems with regards to the subject matter of the course

Recommended or required reading and other learning resources / tools

Sales management : principles, process and practice; Donaldson, Bill; Palgrave Macmillan 2007
Die 7 Disziplinen im Sales-Management : Eine Anleitung für nachhaltige Kunden- und Geschäftsentwicklung im Vertrieb; Rauch, Nikolaus A. [VerfasserIn]; Springer Gabler 2016
The handbook of logistics and distribution management; Rushton, Alan Croucher, Phil Baker, Peter; Kogan Page 2007
Distributionsmanagement; Specht, Günter; Fritz, Wolfgang; Stuttgart: Kohlhammer 2005
International journal of physical distribution and logistics management.

Mode of delivery

Seminar, 2 THW

Prerequisites and co-requisites


Assessment methods and criteria

Continuous assessment