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, led by Professor Ove Jensen, is among the very few research teams that are fully dedicated to the sales function.
WHU Campus for Sales TV
Our thought-provoking short videos on sales management
Our thought-provoking short videos on sales management
Award-Winning Teaching
Committed to excellence in teaching in all degree programs of WHU
Committed to excellence in teaching in all degree programs of WHU
Corporate Partners
Fostering close cooperations with leading firms in a variety of industries
Fostering close cooperations with leading firms in a variety of industries
Campus for Sales
Conference and knowledge platform for sales managers
Conference and knowledge platform for sales managers
WHU Campus for Sales
The knowledge platform for sales managers.
Campus for Sales TV - Watch our thought-provoking short videos (in German)
- Vertriebskanäle und Vertriebsorganisation
- Persönlichkeitsmerkmale und Kompetenzen für den Vertrieb
- Vergütung und Motivation im Vertrieb
- Vertrieb als Karrierechance für Studenten
- Vertriebssteuerung: Status-Gespräche, Coaching, Kennzahlen
- Mehrwert-Services für Kunden und der Vertrieb als Differenzierungsfaktor
- Key Account Management
- CRM und prozessorientierter Vertrieb
- Werkzeuge und Arbeitshilfen für den Vertrieb
- Trailer zu Aktivitäten auf dem WHU-Campus for Sales
Bookshop – WHU on Sales
Visit the WHU Bookshop to find a selection of books focusing on the field of sales.
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
lucas.heilmann[at]whu.edu
End of doctoral studies: 2015
Title of dissertation: Finanzielle Nutzenrechnungen im technischen Vertrieb und Marketing: konzeptionelle Grundlagen und Fallstudien
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
56179 Vallendar