Modulhandbuch (Module manual)

M.184.4114 Relationship Driven Selling: Theory & Practice
(Relationship Driven Selling: Theory & Practice)
Koordinator (coordinator): Prof. Dr. Andreas Eggert
Ansprechpartner (contact): Rodi Akalan (rodi.akalan[at]
Credits: 5 ECTS
Workload: 150 Std (h)
Semesterturnus (semester cycle): WS
Studiensemester (study semester): 1-4
Dauer in Semestern (duration in semesters): 1
Lehrveranstaltungen (courses):
Nummer / Name
(number / title)
(contact time)
Status (P/WP)
(group size)
a) K.184.41141 / Relationship focused selling Vorlesung 30 Std (h) 120 Std (h) P 20 TN (PART)
Wahlmöglichkeiten innerhalb des Moduls (Options within the module):
Empfohlene Voraussetzungen (prerequisites):
Zur Zeit sind keine Voraussetzungen bekannt. (No conditions are known.)
Inhalte (short description):

The class is taught by our guest professor Prof. James A. Eckert, Ph.D.

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.

Lernergebnisse (learning outcomes):
Fachkompetenz Wissen (professional expertise):
  • gain knowledge of key sales management theories as they relate to adaptive relationship focused selling.
  • gain knowledge of key sales management methods of adaptive relationship focused selling.
  • Fachkompetenz Fertigkeit (practical professional and academic skills):
  • build practical selling and communication skills necessary to function as an adaptive, relationship focused salesperson.
  • develop understanding for selection and evaluation of key sales management theories and methods of adaptive relationship focused selling.
  • Personale Kompetenz / Sozial (individual competences / social skills):
  • acquire written and oral communication skills (in English),
  • acquire selling skills and team working skills
  • Personale Kompetenz / Selbstständigkeit (individual competences / ability to perform autonomously):
  • ​learn strategies of gathering knowledge and applying that knowledge to different situations;
  • act as a sales person for a company
  • Prüfungsleistungen (examinations)
    Art der Modulprüfung (type of modul examination): Modulteilprüfungen
    Art der Prüfung
    (type of examination)
    a) Hausarbeit mit Präsentation 20 Stunden 55.00 %
    b) Besondere Form der Leistungserbringung. Details siehe Prüfungsumfang 2 10 Stunden Übungen 45.00 %
    Studienleistung / qualifizierte Teilnahme (module participation requirements)
    Voraussetzungen für die Teilnahme an Prüfungen (formal requirements for participating in examinations)
    Voraussetzungen für die Vergabe von Credits (formal requirements for granting credit points)
    Die Vergabe der Credits erfolgt, wenn die Modulnote mindestens „ausreichend“ ist
    Gewichtung für Gesamtnote (calculation of overall grade)
    Das Modul wird mit der Anzahl seiner Credits gewichtet (Faktor: 1)
    Verwendung des Moduls in den Studiengängen (The module can be selected in the following degree programmes)
    M.Sc. International Business Studies, M.Sc. Betriebswirtschaftslehre, M.Sc. International Economics and Management, M.Sc. Management Information Systems, M.Sc. Wirtschaftsinformatik, M.Sc. Wirtschaftspädagogik, M. Ed. Wirtschaftspädagogik
    Umfang QT (participation requirements):
    Lernmaterialien, Literaturangaben (learning material, literature):
    Sonstige Hinweise (additional information):

    Please note that there will be a first mandatory introductory session in October 2019 (the exact date and room will be announced ahead of time). The session is mandatory for all participants.

    The face-to-face class meetings will take place as a block course from Monday, December 9, 2019 to Friday, December 13, 2019. There will be sessions from 9:00 am to 4:00 pm on most of the days. Please note that participation is mandatory for all class sessions. Due to the interactive approach of this class, we cannot allow any exceptions from this rule.

    Unterrichtssprache/ teaching language: English

    The number of participants for this course in winter term 2019/2020 is restricted to 15-25 students. Please check the lists published on the faculty hompage.

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