| Dozent/in |
Dr. Maximilian Friess |
| Veranstaltungsart |
Vorlesung |
| Code |
HS261024 |
| Semester |
Herbstsemester 2026 |
| Durchführender Fachbereich |
Wirtschaftswissenschaften |
| Studienstufe |
Bachelor
Master |
| Termin/e |
Do, 17.09.2026, 08:15 - 17:00 Uhr, HS 8
Fr, 18.09.2026, 08:15 - 17:00 Uhr, HS 5
Sa, 19.09.2026, 08:15 - 14:00 Uhr, HS 8
Fr, 11.12.2026, 08:15 - 09:45 Uhr, Inseliquai 12b INQ Auditorium HSLU (Prüfung) |
| Inhalt |
How should a firm’s salesforce – as an important corporate success factor - be optimally managed to maximize firm performance? More specifically, for example, how should sales managers lead to optimally motivate their salespeople? What are the most important skills and competences for a salesperson? Should salespeople receive a firm car to reward their selling success? Who should be in a sales team?
The key objective of the course salesforce management is to answer these and similar questions which are important to firm practice and research alike. A firm‘s salesforce is the firm’s “face to the customer” and the main ambassador of the brand. Therefore, being the major link between the firm and its customer, the salesforce exhibits an enormous impact on a firm’s overall performance. Consequently, the management of this critical success factor, the salesforce, is of highest importance to companies. Nowadays, in many firms sales managers increasingly gain strategic importance on top management levels - an academic, profound education for such positions is indispensable. Therefore, the key objective of this course is to endow students with a basic understanding and actionable skills of salesforce management. |
| Lernziele |
The course has three key objectives:
1. Endowing students with the fundamentals of sales management.
2. Endowing students not only with theoretical, but also with practicable knowledge, applicable in firm practice .
3.High firm practice orientation, working with real firm data, examples, and case studies.
|
| Voraussetzungen |
No special requirements. |
| Sprache |
Englisch |
| Anmeldung |
Binding registration takes place via the UniPortal; see notes below in the «Proof of Performance» field.
For course information and materials, registration on the OLAT e-learning platform is required from 31 August – 25 September 2026. The students themselves are responsible for verifying the course’s creditability towards their degree program.
Direct link to the OLAT course: https://lms.uzh.ch/url/RepositoryEntry/17903616145
|
| Leistungsnachweis |
***IMPORTANT*** To receive course credit and earn academic credits, registration via the Uni Portal within the regular exam registration period (29 October – 12 November 2026) is MANDATORY.
Late registrations and withdrawals will not be accepted. Once the registration period has ended, participation in the course is MANDATORY. If the course is not completed without a valid reason and without proper withdrawal (including supporting documentation; see the Exam Guidelines), the course will be considered failed (grade 1). |
| Abschlussform / Credits |
Written exam / 3 Credits
|
| Hörer-/innen |
Ja |
| Kontakt |
maximilian.friess@doz.unilu.ch |
| Literatur |
Literature and materials will be provided in the course. |