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Master Degree Programme in
Sales Management

In a leadership role in sales management you will focus on the development and formulation of business strategy. Based on that, you will produce a sales strategy through which you will determine the sales concept of individual areas. You will be responsible for determining pricing & condition policy whilst playing a key role in the creation of product ranges and the customer service portfolio.

Your key sales management tasks also include organising and leading the sales department. Nowadays, modern sales control is no longer possible without qualified planning and management using data based indicator systems. With a practice-oriented project with and for companies students practice using modern marketing/sales tools

The Master Degree Programme in Sales Management offers:

• all skills related to sales management in order to fulfil challenging tasks in this field, from strategy development to practical implementation
• all personal competences to fulfil management tasks
• the skills to meet future challenges of smart industries, corporate digitalisation and sustainable business leadership in a self-confident way
• a high level of business English

The degree programme at a glance:

Facts

4
Semesters

Extra-Occupational

Ideal for the working professionals who want to develop further and for students without professional experience who want to enter the working world during the programme.

Classes

Extra-occupational: 18 weeks/semester
Generally Fridays, 14.30 – 21.30
occasional evenings during the week
Saturdays, 08.00 – 16.00
At the beginning of the first semester: One intensive week from 16 – 21 September, 2019

Programme starts: 07 September, 2019

QUALIFICATION GAINED:

Master of Arts in Business, MA

Approved study places

25

ECTS —> 120 CREDITS
Tuition fee: 363.36
Per semester. Plus Austrian National Union of Students’ contribution (currently 20.20 €) for EU and EEA nationals

Citizens from other countries - please visit our website www.en.campus02.at/tuition-fees/

Location

Focus

Sales Manager Training:
The Master degree programme provides sales management training and equips you with all modern tools needed for the confident handling of customer wishes, business targets and your own interests.

 

Application process

  • 01Online Application
  • 02Admission Test
  • 03Submission of further documents
  • 04Personal interview conducted by an admission committee

Note: The Master Degree Programme in Sales Management is predominantly held in German. Therefore the application process is also done in German.

Application deadline: 31.08.2019

Admission criteria

The admission criterion for the Master Degree Programme in International Marketing is a completed, subject-relevant Bachelor or Diploma degree programme from a recognised, postsecondary academic institution in Austria or abroad.

The two-level system of academic training (Bachelor’s and Master’s) also allows graduates from other degree programmes and other home and foreign universities of applied sciences to study a Master’s degree at CAMPUS 02.

Further information

 

Further Information

Mag. Bettina Stangl

CAMPUS 02 Fachhochschule der Wirtschaft
Studienrichtung International Marketing & Sales Management
Körblergasse 126, 8010 Graz

The Path to Your Programme

Application deadline: 31 August 2019


Admission Criteria


Online Application

The path to your programme begins with registering. Once registered, you can apply online.

MA Application Test

During the online application you can choose your preferred Master application test date. The aim of the exam is to give you the opportunity to prove yourself and your skills. This test is therefore an integral part of the application process.

Submission of Application Documents

After the application test you have a week’s time to submit further application documents online and to complete your application.

Personal Interview

The last step towards your programme is the personal interview conducted by the board of examiners. The interview gives you the chance to prove yourself and your skills face-to-face.

Sales Have a Key Position in Business

The Master Degree Programme in Sales Management trains future senior managers to be able to successfully balance conflicting priorities such as implementing customer demands within the company whilst representing business interests when dealing with customers.

Equipped with all the modern tools of sales management and sales organisation, you will learn how to cope with balancing areas of conflict such as customer demands, company goals and your own interests. You will acquire the skills needed to rise to this challenge on a national and international level within each sector (retail/service/manufacturing), regardless of the company’s size and field.

Sales is an integral part of any company. The direct contact with customers makes employees and senior managers assume a great deal of responsibility. As “sellers of customer interests” within the company, they interact with many other departments. Therefore, knowledge of company-wide relations is indispensable, as it is the ability to act within such a framework. These leadership tasks require not only farsightedness and planning, but also successful management of the balancing act between company interests on the one hand and market demands on the other.

Semester: 01 02 03 04

Timetable

Fullscreen
1. Semester
2. Semester
3. Semester
4. Semester
3.5 ECTS
CUSTOMER MANAGEMENT
5 ECTS
DISTRIBUTION
6 ECTS
LEGAL ASPECTS
2.5 ECTS
MANAGEMENT DEVELOPMENT
1 ECTS
MANAGEMENT DEVELOPMENT ROOM
6 ECTS
SALES ORGANISATION
2 ECTS
SALES SPECIFITIES OF SECTORS
4 ECTS
STRATEGIC MANAGEMENT
3.5 ECTS
CUSTOMER MANAGEMENT
1.5 ECTS
DISTRIBUTION
3 ECTS
HUMAN RESOURCE MANAGEMENT
6 ECTS
KEY ACCOUNT MANAGEMENT
2 ECTS
LEGAL ASPECTS
1.5 ECTS
MANAGEMENT DEVELOPMENT
1 ECTS
MANAGEMENT DEVELOPMENT ROOM
2 ECTS
SALES MANAGEMENT
2 ECTS
SALES ORGANISATION
2 ECTS
SALES SPECIFITIES OF SECTORS
1.5 ECTS
SPECIAL FORMS OF MANAGEMENT
4 ECTS
STRATEGIC MANAGEMENT
4 ECTS
INTERNATIONAL SALES
2 ECTS
KEY ACCOUNT MANAGEMENT
3.5 ECTS
MANAGEMENT DEVELOPMENT
1 ECTS
MANAGEMENT DEVELOPMENT ROOM
12.5 ECTS
MASTER THESIS
3 ECTS
SALES MANAGEMENT
2 ECTS
SALES SPECIFITIES OF SECTORS
2 ECTS
SPECIAL FORMS OF MANAGEMENT
4 ECTS
HUMAN RESOURCE MANAGEMENT
3 ECTS
INTERNATIONAL SALES
1.5 ECTS
MANAGEMENT DEVELOPMENT
1 ECTS
MANAGEMENT DEVELOPMENT ROOM
20.5 ECTS
MASTER THESIS
30 Credits
30 Credits
30 Credits
30 Credits
120 Credits

For more information, please click on the course unit in the timetable.

CAREER OPPORTUNITIES

Surveys show that academically-trained sales management staff is highly demanded. As a Master graduate you will therefore find career opportunities in all companies, organisations and establishments that have implemented a structured approach to customer relationships management.

Regardless of company size, field or industry, the following exciting positions are waiting for you:

  • Head of Sales Management
  • Head of Market, National, Regional or Local Sales
  • Head of Sales Force
  • Key Account Manager
  • Sales Controller
  • Customer Service Manager
  • Head of Sales Department
  • Sales Project Manager
business, technology and internet concept - businessman pressing e-commerce button on virtual screens

FIELDS OF ACTIVITY

As a senior sales manager, your key tasks are the organisation of the sales department’s structure and processes and also include:

  • Sales strategy development and implementation
  • Marketing concept development and design of sales activities for products, markets and brands
  • Development and management of online and mobile sales activities
  • Professional customer relationship and complaint management
  • Development of pricing and conditions policies
  • Key account management
  • Professional multi-channel management
  • Professional sales management accounting for indicator-based management of all sales activities
  • Set-up and coordination of sales planning and budgeting
  • Leadership and management of sales department
  • Sales structure and processes design

Views & Voices

Portraitfoto Christoph Holzer
There is no company that can be successful without selling its products and services, that is a banal fact. The level of a company’s success, however, strongly depends on the sales department’s professionalism and this professionalism increasingly requires a sound, theoretical yet highly practice-oriented basis. In the Master Degree Programme in Sales Management you can acquire this sound basis and contribute greatly to the success of the company you work for and of your own personal career – seize the opportunity.
Christoph Holzer
Captain for the 2017 academic year Sales Management
CEO, Management Board SPAR Österreichische Warenhandels AG
Sales Management – a challenging discipline which calls for the highest level of commitment and involvement in order to make our clients happy and to keep them that way. After all, they guarantee the commercial success of any company.    
Danijela Jovic
BA Graduate, MA Graduate
New Business Development Project Manager, Mayr-Melnhof Karton Gesellschaft m.b.H
Portraitfoto von Danijela Jovic
Portraitfoto Michael Strobl
In today’s highly dynamic market environment, companies can only be successful in the long-term if their sales activities are professionally aligned with the needs of the market. There is a transition taking place in different industries that is driven by digital technologies, innovation and challenges in the area of sustainability. This transition also affects sales requirements. With the theoretically substantiated and practice-related Degree Programme in Sales Management, you will be equipped with the best skills to master current corporate challenges on the market and to establish and maintain long-term customer relationships.
Michael Strobl
Captain for the 2018 academic year Sales Management
Managing Director, MONDI Coating

Team

Head of Degree Programme

Karin Madenberger
Bettina Stangl
Dietmar Wünschl

Karin Madenberger

Head of Degree Programme

Bettina Stangl

Deputy Head of Degree Programme

Administration
Coordinator Marketing & PR

Dietmar Wünschl

Deputy Head of Degree Programme

Teaching

Lecturers & Research Scientists: Full-Time

Dagmar Archan
Martin Duque
Georg Jungwirth
Dagmar Klampfl
(Wednesday - Friday)
Eva Koban-Röß
Melanie. Krachler

Dagmar Archan

Lecturer & Research Scientist

Coordinator Division Languages

Martin Duque

Lecturer & Research Scientist

Coordinator R&D

Georg Jungwirth

Lecturer & Research Scientist

Dagmar Klampfl

Research Assistant

Coordinator Internationalisation

Eva Koban-Röß

Lecturer & Research Scientist

Coordinator Division Marketing

Melanie. Krachler

Research Assistant

Photo Karin Liensberger
Karin Liensberger
Astrid Oberzaucher
Claudia Pukl
Dietmar Wünschl

Karin Liensberger

Lecturer & Research Scientist

Coordinator Division Sales Management

Astrid Oberzaucher

Lecturer & Research Scientist

Coordinator Transfer Projects

Claudia Pukl

Lecturer & Research Scientist

Coordinator Divison Personality Development

Dietmar Wünschl

Lecturer & Research Scientist

Coordinator Division Management

Lecturers & Research Scientists: Part-Time

Administration

Daniela Breitegger
(Monday to Friday mornings)
Eva-Maria Moitzi
Brigitta Pinegger
(Tuesday - Friday)
Angelika Strein
(Tuesday- Friday)
Marianne Werber

Daniela Breitegger

Office Manager

Coordinator Student Services

Eva-Maria Moitzi

Office Manager

Coordinator Office, Degree Programme IMSM

Brigitta Pinegger

Office Manager

Coordinator Student Services

Angelika Strein

Office Manager

Coordinator Student Services

Marianne Werber

Office Manager

Coordinator Student Services

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