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Technical Sales and Distribution (Seminar)

Module name (EN):
Name of module in study programme. It should be precise and clear.
Technical Sales and Distribution (Seminar)
Degree programme:
Study Programme with validity of corresponding study regulations containing this module.
Industrial Engineering, Bachelor, ASPO 01.10.2013
Module code: WIBASc-525-625-W11
Hours per semester week / Teaching method:
The count of hours per week is a combination of lecture (V for German Vorlesung), exercise (U for Übung), practice (P) oder project (PA). For example a course of the form 2V+2U has 2 hours of lecture and 2 hours of exercise per week.
1SU+1S (2 hours per week)
ECTS credits:
European Credit Transfer System. Points for successful completion of a course. Each ECTS point represents a workload of 30 hours.
Semester: 6
Mandatory course: no
Language of instruction:
Term paper, presentation

[updated 23.08.2018]
Applicability / Curricular relevance:
All study programs (with year of the version of study regulations) containing the course.

WIBASc-525-625-W11 Industrial Engineering, Bachelor, ASPO 01.10.2013 , semester 6, optional course, general subject
WIB21-WPM-I-703 (P450-0089) Industrial Engineering, Bachelor, ASPO 01.10.2021 , semester 6, optional course, general subject

Suitable for exchange students (learning agreement)
Workload of student for successfully completing the course. Each ECTS credit represents 30 working hours. These are the combined effort of face-to-face time, post-processing the subject of the lecture, exercises and preparation for the exam.

The total workload is distributed on the semester (01.04.-30.09. during the summer term, 01.10.-31.03. during the winter term).
30 class hours (= 22.5 clock hours) over a 15-week period.
The total student study time is 90 hours (equivalent to 3 ECTS credits).
There are therefore 67.5 hours available for class preparation and follow-up work and exam preparation.
Recommended prerequisites (modules):
WIBASc-535 Introduction to Scientific Work (with seminar)
WIBASc225 Procurement Logistics and Technical Sales and Distribution
WIBASc365 English I
WIBASc465 English II

[updated 11.02.2020]
Recommended as prerequisite for:
Module coordinator:
Prof. Dr.-Ing. Christian Köhler
Prof. Dr.-Ing. Christian Köhler

[updated 11.02.2020]
Learning outcomes:
After successfully completing this module, students will have gained in-depth insight and practical experience in selected areas of technical sales and distribution, e.g. international & cross-cultural aspects of technical sales and distribution, impacts of digitalization, negotiation skills.
They will be familiar with effective meeting strategies and have improved their communication skills in sales situations.
Students will understand and be able to explain complex business contexts.

[updated 13.09.2018]
Module content:
Basics of technical sales and distribution (repetition)
Internationalization strategies and cultural differences
Personal appearance and skills in sales situations (meetings, product presentations, argumentation, negotiations etc.)
Impacts of digitalization (e.g. aspects of social media in B2B-markets)
Product management
Case studies
Project work

[updated 13.09.2018]
Teaching methods/Media:
Lectures, discussions, debates, group work, case studies

[updated 14.03.2018]
Recommended or required reading:
Care & Bohlig (2014): Mastering Technical Sales: The Sales Engineer´s Handbook, Artech House Publishing
Hollensen: Global Marketing, Pearson Education Limited
Brennan, Canning & McDowell: Business-to-Business Marketing, Sage Publishing

[updated 13.09.2018]
[Thu Jun 13 08:54:12 CEST 2024, CKEY=wtsadx, BKEY=wi2, CID=WIBASc-525-625-W11, LANGUAGE=en, DATE=13.06.2024]