Consulting & Sales Management (CSM) – MA

Your Master's degree in sales management

Consulting & Sales Management provides you with in-depth knowledge and skills in the areas of strategic sales management and sales requiring intensive consulting. You will study in a programme that is part-time and close to practice from top-class lecturers and professors in a future-oriented professional field.

Part-time - innovative - flexible: Part-time Master's programme for professionals from the areas of industry and retail. You study in Reutlingen and can work anywhere in Germany.
Master's degree and salary: The tuition fees are usually covered by the cooperating partners and you also receive a fixed salary.
Modern knowledge transfer: This programme is offered in cooperation with the Knowledge Foundation @ Reutlingen University (KFRU), the further education institute at Reutlingen University.

Further advantages:

Professional, strategic sales is one of the most important competitive factors for successful companies today and in the future. The study programme is an excellent combination of sales, consulting and digital technology management. The flexible time model rounds of the compatibility between job and Master's degree.
You will receive top-quality content from renowned professors and the involvement of leading experts. Furthermore, you will be offered programme-internal guest lectures by well-known big names from industry and the entertainment sector.
The Master's programme will provide you with the knowledge, the methods and the skills to develop excellent sales practices in a highly dynamic B2B competitive environment.

Key data
Structure
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Key data

All data and facts for your study programme at a glance

Duration of studies

4 semesters

Admissions requirements

Bachelor's degree

Successful completion of entry examination in the form of a selection interview

Start of studies

Beginning of October

Costs

Tuition fees are usually covered by the cooperation partners

Location of study

Reutlingen

Study places

max. 25

All key data

Duration of studies

4 semesters

Location of studies

Reutlingen

Start of studies

Beginning of October

Language of instruction

German

Foreign language

English

ECTS credits

90 ECTS credits

Degree

Master of Arts (MA)

Costs

The tuition fees are usually paid by the co-operation partners. In this case, you will also receive a fixed salary from the company. Please contact us if you have any questions or require personalised advice.

You haven't found a company yet? Click here for the job market!

Admission requirements

Above-average Bachelor's degree with 210 ECTS credits (applicants with 180 ECTS credits can obtain 30 ECTS credits in an additional module)
Existing contract of employment (we recommend a release of 25-30%) or a certificate of self-employment
You don't have a contract of employment with a company yet? No problem - click here for the Job Exchange
Evidence of English language skills level B2 (according to CEFR) in accordance with § 2 of the language statute of Reutlingen University
If applicable, evidence of German language skills in accordance with § 1 of the language statute of Reutlingen University
Certificate recognition of a non-German degree
Successful participation in selection procedure
Successful completion of entry test in the form of a selection interview

Study places

max. 25

Admission requirements

Above-average Bachelor's degree with 210 ECTS credits (applicants with 180 ECTS credits can obtain 30 ECTS credits in an additional module)
Existing contract of employment (we recommend a release of 25-30%) or a certificate of self-employment
You don't have a contract of employment with a company yet? No problem - click here for the Job Exchange
Evidence of English language skills level B2 (according to CEFR) in accordance with § 2 of the language statute of Reutlingen University
If applicable, evidence of German language skills in accordance with § 1 of the language statute of Reutlingen University
Certificate recognition of a non-German degree
Successful participation in selection procedure
Successful completion of entry test in the form of a selection interview

Strategic Sales Management Studierende im Gespräch miteinander in den Räumlichkeiten der ESB Business School.

Think and act in a customer-oriented way

The Consulting & Sales Management Master's programme will provide you with sound expertise, the methods and skills to develop excellent sales practices in a highly dynamic B2B competitive environment.

Structure and content

Consulting & Sales Management deals with the following questions:

How can customer needs be identified and customised solutions developed and offered?
How is the sale of integrated solutions consisting of consulting, product and service carried out and which approach(es) are target-oriented?
What are the effects of the change in the role of the sales employee from product salesperson to solution consultant?
How can target-oriented communication be developed and which aspects must be taken into account?
What requirements must be met in motivating and managing a sales unit in an intercultural environment?
What effect do I have on other people and what leadership skills do I have or how can I develop them?
How can relevant aspects for sales work be derived from company information?

Your study programme at a glance

The Master's programme lasts four semesters (24 months). You study the first three semesters part-time and can work approx. 75% in your company. During the first three semesters you will complete attendance modules with four to five lecture days each (usually from Wednesday to Saturday; 75 days in total).

You will complete the Master's thesis in the last semester, preferably in cooperation with your employer.

Key content

This programme trains you to think and act in a customer-oriented way and to deal with customers professionally. It enables you to structure and manage sales processes, to lead sales staff as well as to systematically analyse and master complex decision-making scenarios.

Modules of the study programme

Introduction to Sales and Marketing (International Trade Law, Marketing and Sales Fundamentals, Presentation Techniques)
International Sales Skills (New Customer Acquisition, International Negotiation, Intercultural Management)
International Negotiations (Negotiation Theory, International Strategic Purchasing)
Complex Sales Methods
International Sales Management
Customer Insight (Customer Orientation and Service Quality, Business Consulting Analytics)
Company Insight (Problem Structuring and Communication, Business Analysis)
Information and Process Management (Knowledge Management, Lean Sales and Distribution
Executive Client Interaction
Digital Technology Management (Digital Technology Fundamentals, Advanced Digital Technologies)
Master's Thesis (Scientific Work, Writing a Master's Thesis)

Students interacting in the ESB Business School premises.

Become a part of our community!

You haven't yet found an employer for the part-time Master's programme? We will be happy to put you in touch with a cooperating company.

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Your application process

1.

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2.

You don't have an employer yet? We will be happy to put you in touch with a cooperation partner!

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And after graduating?

Graduates of this study programme are able to take on tasks at their future employers in the field of integrated and complex sales solutions, mostly in a business-to-business (B2B) context, independently and on their own responsibility.

Your qualification profile

You think and act in a customer-oriented way and are able to lead sales employees. The systematic analysis, mastering and management of complex decision-making scenarios are also a part of your core competencies.

Typical industries

After graduating, your knowledge and skills will be in great demand, for example in IT companies, the automotive industry, in wholesale and foreign trade as well as in management consultancies.

Possible business areas

With their competence, our graduates find a wide range of fields of application in international sales, sales control or sales management.

Doctorate

Your Master of Arts degree in Strategic Sales Management from Reutlingen University also provides you with the best prerequisites for an academic career and a doctorate.

The Consulting & Sales Management programmes is an excellent building block for academics with an affinity for sales. The content and modules are sensibly balanced and arranged. The result is a perfect mix of theory and practice, hard and soft skills, and sales and sales management aspects.
Ole Schur
M&A Channel Integration Lead Central Europe, HP Inc.
Graduated in 2020