Modulhandbuch (Module manual)

Module contents:

Contrary to many predictions, the sales function has not disappeared with the advent of modern B2B web and information sharing capabilities. In fact it is becoming increasing clear that the selling function is becoming even more important in a world where buying and selling information has become much more transparent, making the buy-sell interactions and the ensuing relationships even more important to both firms' success. Thus, in the world of B2B Marketing, the sales function is still key. However, the emphasis has changed. We now see a world where the salesperson is charged with being an adaptive, relationship builder, not a transaction creator.

This course will delve into that world. Specifically, this course will have two components: (1) a theoretical review of key sales management material as it relates to adaptive, relationship focused selling, and (2) a corporate style sales training approach designed to allow students to build the practical selling and communication skills necessary to function as an adaptive, relationship focused salesperson. This course will involve reading, lectures, discussions, exams, and interactive exercises such as role-plays and cases.

Module schedule:

The module is taught by our guest professor Prof. James A. Eckert, Ph.D. from Western Michigan University. The language of instruction is English.

The course will take place as a one-and-a-half-week block course. Prior to the block course, some preparatory online sessions will take place. Please note that attendance to the block course sessions is mandatory.

The module is limited to 20 participants. Please register for the module in PAUL. In addition, please fill out the following form to apply for a place in the module: https://umfragen.uni-paderborn.de/index.php/385965?lang=en (mandatory). On this basis, the chair of Business Administration, esp. Marketing and Digital Transformation will select the participants. It is mandatory to both register in PAUL and fill out the form. Incomplete applications will not be considered. After the registration period, selected participants will be informed via e-mail.

Please note that attendance to the introductory session is mandatory for all students who want to maintain their place on the course. Students who do not attend the introductory session will lose their place and be deregistered from the module. In case you have been selected to participate, cannot attend the introductory session due to a justified cause and still want to participate in the course, please inform us in advance via e-mail (marketing-dt@wiwi.uni-paderborn.de). Otherwise your place will be given to another student.