M.Sc. in International Sales Management

What You Study

 

This full-time programme takes place over 24 months, beginning in September and is divided into six terms (trimester).

Programme Structure Master in International Sales Management (M.Sc.)

 

 

Download the Programme Structure (pdf)

 

Term 1 (Sept-Dec) Berlin

Core course module 1:  Understanding markets & customers

  • Marketing environment
  • Customer behaviour & organisational buying

Core course module 2: Sales techniques

  • Personal selling & negotiations
  • Pricing
  • Digital marketing


Skills Module: Language & Career Development


Term 2 (Jan-April) Berlin

Core course module 3: Sales force management

  • Leadership in international sales
  • Sales Controlling & budgeting

Core course module 4: International management

  • International management decisions
  • Cross-cultural management


Electives Module 1: (two electives must be chosen) e.g.

  • Economics for manager
  • Corporate strategy
  • Financial reporting
  • Environmental economics
  • Operation management


Skills Module:  Language & Career Development


Term 3 (May- July) Paris


Core course module 5: Channels & distributions

  • International channel management & retailing
  • Supply chain management


Core course module 6: International marketing & trade

  • International marketing decisions
  • International law of distribution


Skills Module:  Language & Career Development


Term 4 (Sept.-Jan) Berlin


Core course module 7: Research methods, complex systems & organisational change

  • Research methods
  • Managing complexity
  • Management of change & organisational behaviour


Electives Module 2: (two electives must be chosen) e.g.

  • Accounting
  • Business information systems
  • Management control
  • Tbd.

Company consultancy project

 

Term 5 (Feb. -April)

  • Master thesis for M.Sc.

 

Term 6 (May -July)

  • Internship (worldwide)