Module 330 - Management in Practice

Management in Practice


The "Management in Practice" module aims to enable participants to work practically and realistically on a sales topic and problem of their own choice. Participants are asked to work on a real sales project, from defining the challenge and designing the solution through to project management for realization and implementation. In doing so, they improve their own negotiation skills by promoting their individually developed solution in a practice-oriented manner. They can also demonstrate and improve their problem identification and solving skills, their project management skills and their personal skills.

The participants' results are presented to each other and analyzed during the certificate module. Part of the presentation is also to actively promote one's own model within the group and to win over fellow participants for one's own ideas and offers. The certificate module is based on strong interaction between the individuals and the group as well as on the discussion of the presented results, tools and real sales and negotiation challenges. This enables participants to develop efficient and effective sales approaches with high added value for the company and creativity. The focus will not only be on the design, but also on the implementation of sales ambitions.

Further focal points are price definition and price realization as well as sales strategies in a global context with a corresponding understanding of leading and selling in different cultural contexts.

LecturersProf. Dr. Marc Dreßler, changing guest lecturers
Course languageEnglish 
Previous knowledgeNo prior knowledge required

2 attendance days
Individual preparation and follow-up time

Semester3, See overview of curriculum
Workload125 h
Information and materialsWill be made available via the learning platform Olat. The location and timetable are also available online. Access is granted after successful registration.

Elaboration and presentation of a case study.