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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, led by Professor Ove Jensen, is among the very few research teams that are fully dedicated to the sales function.
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WHU Campus for Sales TV

Our thought-provoking short videos on sales management
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Award-Winning Teaching

Committed to excellence in teaching in all degree programs of WHU
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Corporate Partners

Fostering close cooperations with leading firms in a variety of industries
Campus for Sales

Conference and knowledge platform for sales managers

Find out more about our research and business activities - What we do and how we can work together

Our academic work is focused entirely on sales management.
Business Engagement
Business Engagement
Our Chair cooperates closely with leading firms in various industries.

WHU Campus for Sales

The knowledge platform for sales managers.

Bookshop – WHU on Sales

Visit the WHU Bookshop to find a selection of books focusing on the field of sales.

Book cover WHU on Sales - Conceptual Foundations and Case Studies of Salesforce Compensation Plans

Awards and Accolades – In recognition of excellence in research and teaching

  • Best Paper in Track Award from American Marketing Association (2020 AMA Winter Academic Conference, Simone Kühne, Professor Ove Jensen & Marcel Hering)
  • Best Teacher Award from WHU Master of Science in Management Program (Spring Term 2016)
  • Best Teacher Award from WHU Master of Science in Management Program (Spring Term 2012)
  • Best Teacher Award from WHU Full-time MBA Program (Fall Term 2011)
  • Best Professor from WHU Lehrstuhl für Business to Business Marketing und Vertrieb (Fall Term 2008)
  • Best Paper in Track Award from American Marketing Association (2006 AMA Summer Educators' Conference, Professor Ove Jensen & Christian Hamburg)
  • Best Paper of the Year Award from The Journal of the Academy of Marketing Science (Jagdish N. Sheth Award for the Best Article of 2000, Professor Ove Jensen)

Meet our team -

Working together to inspire and achieve

Alumnae & Alumni


End of doctoral studies: 2015
Title of dissertation: Aufsätze zur Planungsschnittstelle zwischen Vertrieb und Betrieb


End of doctoral studies: 2015
Titel of dissertation: Conceptual Foundations and Case Studies of Salesforce Compensation Plans


End of doctoral studies: 2015
Title of dissertation: Salespeople as Boundary Spanners - Exploring the psychology of the salesperson


End of doctoral studies: 2013
Title of dissertation: Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb: Theoretische Grundlagen und Fallstudien

+49 (0)261 6509 344



End of doctoral studies: 2015
Title of dissertation: Finanzielle Nutzenrechnungen im technischen Vertrieb und Marketing: konzeptionelle Grundlagen und Fallstudien


End of doctoral studies: 2014
Title of dissertation: Unprofitable customers in business markets


End of doctoral studies: 2023
Title of dissertation: "Wie können Verkäufer mit ihrem schlechten Image leben? Paradoxe, positive Identitätseffekte eines negatives Images."



End of doctoral studies: 2016
Titel of dissertation: Launching New Products with a Direct Sales Force: A Case Study and Grounded Theory


End of doctoral studies: 2020
Title of dissertation: "Die Arbeit professioneller Einkäufer: Aggression im Namen der Rationalität"


End of doctoral studies: 2013
Title of dissertation: "Vertrieb industrieller Dienstleistungen - Eine Untersuchung organisationaler Strukturen und Fähigkeiten"


Jahr der Promotion: 2019
Titel der Dissertationsschrift: Pipeline-basierte Vertriebssteuerung - Fallstudien und Theorien


End of doctoral studies: 2015
Title of dissertation: FMCG Marketing and sales: Organizing trade marketing, category management, and shopper marketing


End of doctoral studies: 2010
Title of dissertation: Strategische und organisatorische Herausforderungen der internationalen Marktbearbeitung: Konzeptionelle und metaanalytische Synthesen ausgewählter Forschungsfelder



End of doctoral studies: 2018
Title of dissertation: „When to say ‘no’ to a customer – Profit interdependencies in losing business“



End of doctoral studies: 2019
Title of dissertation: "Dual Orientation Research: Collision or Collusion? The Interaction of a
Return-on-Marketing Orientation and a Relationship Marketing Orientation"


End of doctoral studies: 2014
Title of Dissertation: Angebotspreisfindung bei umkämpften Aufträgen - ein entscheidungstheoretisches Modell unter Berücksichtigung von Anbieterheterogenität und Folgeaufträgen

Writing a doctoral thesis at the Chair of Sales Management and Business-to-Business Marketing

We regret that we are currently not enrolling new doctoral students.

Get in touch with us –

We look forward to hearing from you.

Our location

Chair of Sales Management and Business-to-Business Marketing
WHU Campus Vallendar
WHU – Otto Beisheim School of Management
Burgplatz 2
56179 Vallendar
WHU Campus Vallendar
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