Sales Management, Master 1 subject

Sales Management

... looks into questions such as ...

How do I set up (sales) strategies in order to operate successfully in an international and competitive environment?
How do I lead sales teams and how do I motivate my members of staff?
How do I conduct (price) negotiations?
How do I analyse highly complex competitive environments?
How do I present myself and my enterprise’s service range in the best possible way?

„
No other university offers such combination of subjects and options as RUB and its partners.
“

Lena Meletzki, Master's degree read more ...
„
When I heard of the concept of the most practice-oriented Master’s degree in Germany, which is unique in the whole country, I instantly knew I had to apply.
“

Sven Hendrik Allkämper , Master's degree read more ...

Lena Meletzki is a second-year student of Sales Management. She is pursuing the Master of Science degree.

What made you choose this degree programme?

This degree course is the only one of its kind in Germany. No other university offers such combination of subjects and options as RUB and its partners. In order to prepare for a career in sales, this degree course is the best choice.

In which respect have or haven’t your expectations been fulfilled?

Both professors and research associates demonstrate and live the combination of practice, theory and academia every day. The subject matters discussed in the lectures are always up-to-date and practice-oriented, as the Institute collaborates with many renowned enterprises. In addition, the supervised groups are very small (15-20 new students per semester), which ensures that all students receive excellent mentoring.

Which aspect of your degree programme do you enjoy most?

I very much enjoy studying in a high-powered environment. Modules with great relevance for practical application, such as “Sales in B2B-Markets” and “Strategic Decisions in the Sales Organization” were very interesting. Here, we discussed topical, enterprise-relevant problems in work groups and were given the chance to present our results plus recommended actions to top executives of an enterprise.

What has been your biggest challenge to date?

The “Sales and Marketing Research Methods” module as preparation for academic research & writing and for the empiric Master’s thesis.

What would you like to become after completing your degree?

I can picture myself pursuing a career as sales representative, and later to switch over to product management or strategic marketing.

Which advice would you like to give to students who consider enrolling in this degree programme?

Be curious and keep an open mind on new topics, people and career fields. Embrace the challenges of the degree course and get involved in work processes at the Institute or other organisations at the university, in order to gather valuable experiences for your future career.

Hendrik Allkämper is a second-year student of Sales Management. He ist pursuing the Master of Science degree.

What made you choose this degree programme?

I’ve always been interested in distribution/sales questions and related negotiations. While doing my Bachelor’s degree at Ruhr-Universität, the curriculum, professors and research associates in the modules offered at the Sales and Marketing Department made a very positive impression on me. In addition to research, the Sales and Marketing Department strongly focuses on academia and practice. These aspects are sadly neglected in many other degree programmes. Due to the complex requirements, practice and professional academia are essential for the Sales/Distribution Department. When I heard of the concept of “the most practice-oriented Master’s degree in Germany”, which is unique in the whole country, I instantly knew I had to apply.

In which respect have or haven’t your expectations been fulfilled?

The Master’s degree Sales Management exceeds my expectations in every respect.

Which aspect of your degree programme do you enjoy most?

I’m thrilled about the practice-relevant character of the modules and the friendly and professional interaction among students, research associates and professors.

What has been your biggest challenge to date?

In many modules, assessments are carried out based on case studies/presentations that are compiled in larger or smaller work groups. The project phases often run simultaneously, necessitating good individual as well as group time management. The many challenges of group dynamics, too, have to be mastered.

What would you like to become after completing your degree?

Sales is as diverse as its customers. I consider many positions, from traditional sales representative to Key Account Manager, conceivable and worthwhile for my future career.

Which advice would you like to give to students who consider enrolling in this degree programme?

Educate yourselves on location about the study programmes, professors, research associates and students.

Degree programmes

Master 1 subject

Profile

Degree:	Master of Science
Start:	Winter- and summer semester
Duration:	4 semesters

Detailed information for international applicants

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What's it all about?

This degree programme is unique, because ...

it is the first university Master’s degree in “Sales Management” in the German-speaking countries and dovetails with business practice. It trains the sales executives and leading researchers of tomorrow.

Module handbook

Who is suited?

Those who wish to enrol in this degree programme,

has:

the ability to analyse complex issues and to work in a solution-focused manner
determination to see things from other people’s perspective
excellent communication skills

enjoys:

interacting with people
identifying and analysing challenges in the sales context
developing solutions

struggles through:

methodology that is applied to practice-oriented subject matters
Moreover, the degree course requires high levels of self-reflection (how do I come across? How can I optimise my communication skills?)

This degree programme is suited for graduates in the following subjects

Marketing
Industrial and organizational psychology
Engineering management
Business administration
Management
Management and Economics, B.Sc.
Economics
B.A. with 2 subjects and focus and economics
psychology
Engineering
Natural science

Graduates from this degree programme frequently work

as sales executives – national and international
in managerial and executive positions in other business units
in Key Account Management
as consultants
in academic sales research

And else?

An internship ...

is mandatory.
Duration: 8 weeks

Studying abroad ...

can be done voluntarily.

Where do I find help?

Academic advisory office

Mara Hohmann
Building, Room: GD 02/125
Phone: +49 (0)234 / 32-25327
Email: Mara.Hohmann@rub.de
Website academic advisory office

Contact students

Fachschaft Wirtschaftswissenschaft
Building, Room: GD 03/165
Phone: +49 (0)234 / 32-27854
Email: fsi@rub.de
Website Fachschaft