Professor Ove Jensen presents on the topic "Sales management: Remuneration, pipeline management and key figures".
Read moreWHU Campus for Sales TV
Our thought-provoking short videos on sales management
Award-Winning Teaching
Committed to excellence in teaching in all degree programs of WHU
Corporate Partners
Fostering close cooperations with leading firms in a variety of industries
Campus for Sales
Conference and knowledge platform for sales managers
About us
Driving excellence in the sales function.
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 Dr. Ove Jensen, is among the very few research teams that are fully dedicated to the sales function.
Research & business engagement
What we do and how we can work together –
Find out more about our research and business activities.
News
Chair of Sales Management and Business-to-Business Marketing –
Keep up with the latest events and activities.
Students and executives meet for the 2018 fireplace evening on the Düsseldorf campus.
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Chair of Sales Management and B2B Marketing offers new course "Entrepreneurial Selling and Customer Development".
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Chair alumnus and store2be colleagues successfully complete new financing round.
Read moreCampus for Sales
WHU Campus for Sales
The knowledge platform for sales managers.
Campus for Sales
WHU Campus for Sales
The knowledge platform for sales managers.
Campus for Sales TV –
Watch our thought-provoking short videos.
- 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
Books
Bookshop –
WHU on Sales.
Visit the WHU Bookshop to find a selection of books focusing on the field of sales.
Awards and accolades
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)
Our team
Meet our team –
Working together to inspire and achieve.
Associated Team Members
Manager, EbelHofer Strategy &
Management Consultants GmbH
End of doctoral studies: 2015
Title of dissertation: Aufsätze zur Planungsschnittstelle zwischen Vertrieb und Betrieb
Managing Partner – Elevat3 Capital and Founder – AMES Foundation
End of doctoral studies: 2015
Titel of dissertation: Conceptual Foundations and Case Studies of Salesforce Compensation Plans
Manager M&A, Innovation & Ventures, Inhouse Consulting
End of doctoral studies: 2015
Title of dissertation: Salespeople as Boundary Spanners - Exploring the psychology of the salesperson
Head of P&L Mass Market bei der
Telefónica Germany GmbH & Co. OHG
End of doctoral studies: 2013
Title of dissertation: Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb: Theoretische Grundlagen und Fallstudien
AVANCO GmbH
End of doctoral studies: 2015
Title of dissertation: Finanzielle Nutzenrechnungen im technischen Vertrieb und Marketing: konzeptionelle Grundlagen und Fallstudien
Director Strategy, Unitymedia NRW GmbH
Send email
End of doctoral studies: 2014
Title of dissertation: Unprofitable customers in business markets
Head of Solution Selling &
LCM – Competence Center Hilti Group
End of doctoral studies: 2016
Titel of dissertation: Launching New Products with a Direct Sales Force: A Case Study and Grounded Theory
Dr. Simone Kühne
End of doctoral studies: 2020
Title of dissertation: "Die Arbeit professioneller Einkäufer: Aggression im Namen der Rationalität"
Head of Commercial Business (DE),
Viessman Werke GmbH & Co. KG
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
Consultant, McKinsey & Company, Inc.
End of doctoral studies: 2015
Title of dissertation: FMCG Marketing and sales: Organizing trade marketing, category management, and shopper marketing
Principal, The Boston Consulting Group
End of doctoral studies: 2010
Title of dissertation: Strategische und organisatorische Herausforderungen der internationalen Marktbearbeitung: Konzeptionelle und metaanalytische Synthesen ausgewählter Forschungsfelder
Executive Director, UBS Asset Management
+49-(0)261-6509-341
Send email
End of doctoral studies: 2018
Title of dissertation: „When to say ‘no’ to a customer – Profit interdependencies in losing business“
Head of the Communication Infrastructures and Services, OECD, Paris
+49-(0)261-6509-341
Send email
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"
BSH Hausgeräte GmbH
End of doctoral studies: 2014
Title of Dissertation: Angebotspreisfindung bei umkämpften Aufträgen - ein entscheidungstheoretisches Modell unter Berücksichtigung von Anbieterheterogenität und Folgeaufträgen
Theses
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
Get in touch with us –
We look forward to hearing from you.
Professor Dr. Ove Jensen
+49 (0)261 6509 340
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