Sales Controlling and Sales Organization

Brief description

  • Strategic sales goals
  • Strategic sales planning
  • Operational sales planning
  • Sales reporting
  • Sales controlling
  • Controlling activities
  • Sales income statement
  • Incentive systems (target agreement & remuneration)
  • Sales organization
  • Distribution of banking products
  • MIFID II

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Wohlschlägl-Aschberger (2018) MiFID II: Recht, Praxis, Perspektiven, Frankfurt School Verlag, 1. Aufl.
Binckebanck, Hölter et al (2013) Führung von Vertriebsorganisationen: Strategie – Koordination – Umsetzung, Springer Gabler, 1. Aufl.
Kühnapfel (2017) Vertriebscontrolling: Methoden im praktischen Einsatz, Springer Gabler, 2. Aufl.

Planned learning activities and teaching methods

Lecture, case studies to be prepared at home, presentation and discussion of homework results

Assessment methods and criteria

Continuous assessment (contributions by students) and written final exam

Prerequisites and co-requisites

Retail and Corporate Banking

Infos

Degree programme

Banking and Finance (Bachelor)

Cycle

Bachelor

ECTS Credits

3.00

Language of instruction

German

Curriculum

Full-Time

Academic year

2024

Semester

2 SS

Incoming

No

Learning outcome

After successful completion of the course, students can

  • measure and control deviations from sales targets via the sales income statement and, building on this, plan and help shape adjustments to a bank's sales organisation
  • assist in creating incentive systems

Course code

0229-19-01-VZ-DE-13