Sales Management and Selling
- Faculty
Faculty of Agricultural Science and Landscape Architecture
- Version
Version 1 of 03.02.2025.
- Module identifier
44B0783
- Module level
Bachelor
- Language of instruction
German
- ECTS credit points and grading
5.0
- Module frequency
only winter term
- Duration
1 semester
- Overall workload
The total workload for the module is 150 hours (see also "ECTS credit points and grading").
- Teaching and learning methods
Lecturer based learning Workload hours Type of teaching Media implementation Concretization 90 Seminar Presence - Lecturer independent learning Workload hours Type of teaching Media implementation Concretization 30 Work in small groups - 30 Exam preparation -
- Graded examination
- oral exam or
- Homework / Assignment or
- Project Report, written or
- Oral presentation, with written elaboration or
- Written examination
- Ungraded exam
- Regular participation
- Remark on the assessment methods
Ungraded: Regular participation in exercises and trainings
The standard form of examination is the oral examination (alternative form of examination may be chosen by the examiner and then announced at the beginning of the course)
- Exam duration and scope
oral exam 20 -30 min.
alternative written exam, 2 hours
- Literature
B?NSCH, A.: Verkaufspsychologie und Verkaufstechnik. 9.Aufl., München; Wien, 2013 B BECKER, W.: Beeinflussungstechniken in Werbung und Verkauf. München; Wien, 1998 BECKER, W.: Verkaufspsychologie. 3.Aufl., München; Wien
BRUNNER, A.: Die Kunst des Fragens. 2. Aufl., München, 2007
CIALDINI, R.B.: Die Psychologie des ?berzeugens. 7. Aufl. Bern, 2013
Weis, H.C.: Verkaufsgespr?chsführung. 4. Aufl. Ludwigshafen
- Applicability in study programs
- Food Production Engineering and Business
- Food Production Engineering and Business B.Eng. (01.09.2025)
- Managing Sustainable Food Systems
- Managing Sustainable Food Systems B.Sc. (01.09.2025)
- Agriculture
- Agriculture B.Sc. (01.09.2025)
- Person responsible for the module
- Westerheide, Jens
- Teachers
- Goy, Iris Angela
- Kuczera, Carmen