Chair of Sales Management and Business-to-Business Marketing

The huge practical importance of sales and business-to-business cannot be disputed. But despite this, Germany’s universities largely offer marketing courses which focus on consumer goods marketing, brand management and consumer behavior. Our team is among the very few research teams that are fully dedicated to the sales function.



SME Forum: Sales Management

With an afternoon event for entrepreneurs devoted to the topic of “Sales management: Remuneration, pipeline management and key figures,” on June 14, 2018, the Forum Mittelstand (“SME Forum”) series,...



iExecutives meet WHU - Students and executives meet for the 2018 fireplace evening on the Düsseldorf campus

Since the beginning of the Chair of Sales Management there has been close contact with the management network iExecutives e. V. ( iExecutives is a network of former IBM managers...



New Master's course on the sales challenges in start-ups

As part of the new WHU Master in Entrepreneurship, the Chair of Sales Management and B2B Marketing offered the course "Entrepreneurial Selling and Customer Development" for the first time....