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SMD

Welcome at SMD

The Sales Management Department.


ABOUT US

As the driving force of the German economy, medium-sized companies are undergoing rapid changes: digital business models, IoT, Industry 4.0 are gaining significance in board meetings of German companies. However, experience shows that these sophisticated technologies still often fail on their way to the market.
One of the main reasons lies in sales. In established business models, sales and marketing were only applied after the products had been developed and manufactured. The high complexity of new business models in the digital age evoked the necessity of sales moving to the beginning of the value chain. New, digital solutions are designed together with customers at the management level.
A carelessly professionalized sales organization that is insufficiently adjusted to new requirements prevents the successful implementation of these new business models. Successful digital business models are created when sales and marketing are able to effectively bridge the gap between technologies and market requirements.

Our key questions

In our research, we focus on the following key questions

01

Business models

Which business models will remain viable for German companies in the future? How can companies maintain their competitive advantage in the age of digital platforms? How can they avoid the danger of ‘commoditization’?

02

The role of sales and marketing

What role does sales play as a bottleneck for the development of complex business models that are of significant importance to the survival of industrial goods companies in the digital age?

03

Innovation

Which innovative business models (IoT, digitization) can be identified from a sales perspective, because the salesforce has great potential to sense opportunities for business model innovations.

04

Implementation of complex models

What role does sales and marketing play in the implementation process of new, complex business models?

05

Virtual / Augmented Reality

Virtual / Augmented Reality: What role are approaches in the field of virtual / augmented reality playing in the future development of sales and marketing?

06

New forms of work

How are new digital technologies in sales (such as artificial intelligence, task automation, smart data) influencing the work environment of employees?

07

Startup / CEIT

Shortages in sales and marketing are a major reason for the failure of start-ups. Which factors of success are particularly relevant for sales and marketing of start-ups?

Unsere Zieldimensionen

Lehre - Forschung - Praxistransfer

L E H R E

1. Platz studycheck.de

Der Masterstudiengang ‚Sales Management‘ sollte weiterhin führend sein in bundesweiten Rankings wie studycheck.de

Vorbereitung auf die Praxis

Der Masterstudiengang ‚Sales Management‘ soll Studierende auf Herausforderungen der digitalisierten Arbeitswelt & Geschäftsmodelle im Bereich Vertriebsmanagement vorbereiten

Top Standort

Gemessen an A-Journal Publikationen soll das SMD weiterhin zu den Top Standorten zählen. (derzeit Top 3 gemäß Ranking der American Marketing Asscociation AMA; 02/2019 – Premier AMA Journal Publications)

Forschungs-Drittmittel

Das SMD sollte permanent mit Forschungs-Drittmitteln (BmBF, DFG, EU) ausgestattet sein.

F O R S C H U N G

P R A X I S

Unternehmens-Drittmittel

Das SMD sollte permanent mit Unternehmens-Drittmitteln ausgestattet sein.

World Factory

Anknüpfung World Factory: Wir möchten die RUB zu DEM Standort für den Vertrieb innovativer Technologien und Geschäftsmodelle machen.

LEHRE

1. Platz studycheck.de

Der Masterstudiengang ‚Sales Management‘ sollte weiterhin führend sein in bundesweiten Rankings wie studycheck.de

Vorbereitung auf die Praxis

Der Masterstudiengang ‚Sales Management‘ soll Studierende auf Herausforderungen der digitalisierten Arbeitswelt & Geschäftsmodelle im Bereich Vertriebsmanagement vorbereiten

FORSCHUNG

Top Standort

Gemessen an A-Journal Publikationen soll das SMD weiterhin zu den Top Standorten zählen. (derzeit Top 3 gemäß Ranking der American Marketing Asscociation AMA; 02/2019 – Premier AMA Journal Publications)

Forschungs-Drittmittel

Das SMD sollte permanent mit Forschungs-Drittmitteln (BmBF, DFG, EU) ausgestattet sein.

PRAXIS

Unternehmens-Drittmittel

Das SMD sollte permanent mit Unternehmens-Drittmitteln ausgestattet sein.

World Factory

Anknüpfung World Factory: Wir möchten die RUB zu DEM Standort für den Vertrieb innovativer Technologien und Geschäftsmodelle machen.

Interested in working at the SMD department?

Here you can find current job postings.

Further thematic fields of competence

FAACT

Finance, Accounting, Auditing, Controlling, Taxation

CEIT

Centre for Entrepreneurship, Innovation and Transformation

CURE

Centre for Environmental Change, Resources and Energy

CISE

Centre for International and Spatial Economics