Closely linked international markets require strategic action of the highest standard. The MBA Leadership specialisation in Sales Management is tailored precisely to the economic challenges, and concentrates on teaching skills that will continue to gain in importance in the future. The course leads to the accredited degree MBA and therefore provides future-proof professional education in the field of sales management. A particular focus of the course is the development of individual leadership skills and the ability to self-reflect. Graduates of the MBA specialisation in Sales Management are not only up-to-date with the latest technical developments; they also have the necessary personal soft skills to become international leaders in sales management. The Master’s degree will give you the communication know-how to act as a sales manager at the touchpoints between company boards, department heads, and internal and external stakeholders. Furthermore, the MBA Leadership specialisation in Sales Management provides students with the tools they need to lead profit-oriented digital change in companies and to manage complex responsibilities. The specialisation in Sales Management empowers professionals throughout their careers and makes them fit for the international and digital challenges of the 21st century.
Master of Business Administration (MBA)
Language(s) of instruction
English / German
The MBA Leadership specialisation in Sales Management at Quadriga University of Applied Sciences in Berlin is primarily aimed at experienced professionals from companies, institutions and organisations with professional sales structures. Interested parties should have a first higher education degree and several years of professional experience. This course is not only aimed at high potentials in sales management; individuals from other functions who would like to update their qualification profile with the latest trends in the international and digital economy will also benefit.
Degree programmes at Quadriga University of Applied Sciences in Berlin, including the MBA specialisation in Sales Management, are designed part-time to accommodate studies with career simultaneously. As a result, the MBA consists of on-campus study sessions and guided independent study.
On-Campus Study Sessions
Study sessions take place once a month, generally from Thursday to Sunday on campus at Quadriga University of Applied Sciences in the heart of Berlin. The longer study sessions enable our students to participate in a particularly wide variety of courses, practical sessions and group projects. Contributions from international innovators within the sales industry support the course’s interdisciplinary focus. At Quadriga University of Applied Sciences in Berlin, seminars, exercises and projects are always taught with high relevance to practical experience and the business world, so that our graduates are perfectly prepared for the demands of the market place. A study trip lasting roughly one week is an integral aspect of all degree programmes, including the MBA Leadership specialisation in Sales Management. In addition to joint interactive learning through discussions and the connection to an ever-growing network of various industry representatives, guided independent study forms an essential part of the MBA programme.
The MBA enables in-depth distance learning in the field of sales management. The Master’s study programme at Quadriga University of Applied Sciences in Berlin provides online teaching and study materials, such as presentations and case studies. Digital learning content on topics such as marketing, finance, law or leadership can be accessed flexibly throughout the course.
Family and Career
The MBA specialisation in Sales Management is also a suitable study model for high potentials with families to further their professional development. The high proportion of self-study allows students to combine their family life, study and career. Small learning groups enable the teaching staff to meet the individual needs of students with children. The study sessions in Berlin are bundled and pre-planned, allowing families to organise childcare well in advance for these periods.
The content of the degree programmes at Quadriga University of Applied Sciences in Berlin are based on the EQUAL criteria. Overarching economic topics, such as economics, finance, marketing, and strategy, are also part of the MBA specialisation in Sales Management. These key topics originate in the Management & Economics area of expertise, and are therefore taught by lecturers from these disciplines. The EQUAL criteria also require that the MBA teaches diverse management skills. Hence, leadership in management is a key aspect of the Sales Management specialisation, and our students learn how to negotiate and persuade, as well as how to effectively lead staff.
The following qualifications are required for the MBA Leadership specialisation in Sales Management and will be checked during the application process:
A degree in a relevant business-related subject (e.g. diploma, Magister, state examination, Master’s or Bachelor’s degree)
- Applicants must have achieved at least 240 credits (credits / ECTS points) in total. The required credits are normally achieved with a Magister, diploma or Master’s degree.
- In many cases, a Bachelor’s or comparable degree corresponds to only 180 or 210 ECTS points. Relevant professional experience may be regarded as evidence that you have achieved the credits required. Our student support advisers will be happy to help you in this regard.
At least one year postgraduate professional experience in a pertinent field following a first degree in a relevant subject.
- Part-time professional experience is calculated and recognised pro rata.
This means, for example: If you have worked in a part-time post for a year, half a year is counted as professional experience.
- Whether you have gained professional experience in one post or have changed positions is irrelevant for the calculation.
Course-specific knowledge for the MBA Leadership specialisation in Sales Management
- The MBA Leadership specialisation in Sales Management requires relevant professional experience in sales or sound experience in sales-related processes in other functional areas.
Proficiency in English
- Additionally, you need, and must provide evidence of, proficiency in English in order to enrol on the Master’s degree course at Quadriga University of Applied Sciences in Berlin. This can be normally provided with the TOEFL iBT test (internet-based). You must achieve a score of at least 80 points. When you start your studies, no more than two years should have passed since you took the test. The institution code of Quadriga University of Applied Sciences in Berlin is 6989 for the TOEFL test.
- Comparable English tests may also be recognised. Please contact our directors of studies for help in this matter.
Proficiency in German
- Citizens of any non-German-speaking country applying for a German-speaking course should be proficient in German (equivalent to level C1). A DSH 2 certificate (German language proficiency test for university admission) or a degree from a German-speaking course at a recognised German university is normally considered sufficient evidence.
- Allowances may be made for people with severe disabilities, or equivalent issues, if relevant proof is provided. Please contact our directors of studies with regard to this matter.
Order of study and dates
Overview of the course
Length of course: 18 months (while in employment)
Classroom time: approx. 50 days in Berlin
Online sessions: approx. 24 sessions lasting 2 hours each
Study trip: 6 days in Singapore
Important dates 2019
Application deadline: 17 May 2019
Start of course: 12 June 2019
The MBA in Leadership & Sales Management is made up of eight modules and the thesis.
- Corporate Strategy & Managerial Economics,
This module deals with aspects of business which you need to understand in order to carry out managerial functions: strategic management, organisational theory and change management. In addition to the importance of governance systems, the influence of financial parameters on a company’s or organisation’s scope of action will be discussed.
- Management of Accounting, Finance, Controlling & Law,
Through the lectures, students become familiar with operational areas that sales and organisational developers need to internalise in order to play a decisive role within corporate management: accounting, investment and finance. Students are taught how to use financial controlling instruments with regard to incentive structures and performance measurement.
- Supply-Chain-Management & Operations,
To improve a sales sector’s approach, personnel and organisational development managers must have an understanding of which processes and structures within a company create value and secure competitiveness. This module provides an introduction to the structural parameters of production processes and outlines the targeted utilisation of management tools.
- Marketing, Sales- & Servicemanagement,
This course familiarises you with tasks and processes within a corporation that are primarily market- or customer-oriented: product and service management, sales and marketing. The module demonstrates various possibilities of designing an organisation’s service portfolio, geared specifically towards its target group.
- Communication based Leadership,
This module provides an introduction to the tasks, operating methods and principles of communication management. The course concludes with practical exercises which improve your managerial communication skills in different contexts.
- Competence & Potential based Leadership,
Modules 1-5 conclude with the creation of professional job profiles and functions. These are used as frameworks to coordinate managerial tasks in all departmental areas, creating a corporate strategy within the framework of strategic skills management and employee potential analysis. For this purpose, personnel development tools are trialed.
- Strategic Sales Management and Leadership,
The module is dedicated to the different dimensions of strategic sales management within corporations,and particularly focuses on Digital Sales Strategy & CRM.
- Operational Sales Management,
In addition to Innovative Sales Analytics and pricing for sales management, this module also includes special negotiation training. The module concludes with special instruction of how to shape sales management as a leader.
What our participants say
„Als globaler Vertriebsleiter eines ‚2-Milliarden-Euro-Start-Ups‘, das aus einem Traditionsunternehmen mit über 100-jähriger Licht-Kompetenz hervorging, ist eine markt- und kundenzentrierte Vertriebsorganisation mit High-Performance-Culture der Schlüssel zum Erfolg. Gerade in Zeiten eines fundamentalen Umbruchs, wie er gerade z.B. mit der Digitalisierung des Lichts in der Beleuchtungsindustrie stattfindet, müssen sich globale Marktführer noch stärker verändernden Marktgegebenheiten anpassen. Rückblickend auf über 20 Jahre Vertriebserfahrung, bietet der neue Studiengang ‚MBA Leadership & Sales Management‘ aus meiner Sicht ein hervorragendes Angebot, um zukünftige Leader für modernes, performanceorientiertes und vernetztes Vertriebsmanagement auszubilden.“
„Der Vertrieb führte in der Lehre in Deutschland bisher ein Schattendasein, obwohl es in meinen Augen eine Funktion ist, die einen entscheidenden Beitrag zum Erfolg eines Unternehmens leistet. Ich bin daher froh, dass diese Lücke mit dem ‚MBA Leadership & Sales Management‘ der Quadriga Hochschule geschlossen wird und freue mich darauf, durch meine Tätigkeit im Beirat meinen Teil dazu beizutragen.“
Degree programmes for high potentials
The Quadriga University Berlin has a multistage application process. This helps ensure that all participants of Quadriga University Berlin’s degree programmes share the necessary qualifications for an ideal and successful course of study. Furthermore, the university wants to lay the foundation for successful interpersonal learning within the study Group.
The application process at Quadriga University of Applied Sciences Berlin is divided into five stages:
- Enquiry: online application
- Advice: in person / over the phone / campus day
- Application documents
Quadriga University Berlin offers information days for all those interested in the M.A and MBA programs. In the course of a campus day, you can get an impression of Quadriga University and its network through impulse lectures and question-and-answer sessions and gain insights into the curricula and teaching practice of the study programmes. In addition, we will be happy to advise you personally and individually.
The webinars at the Quadriga University Berlin clarify all questions concerning the study programmes regardless of location. Thanks to impulse lectures on key areas of the curricula, an overview of the course of studies and the application procedure, and a forum for individual questions, participants can receive an in-depth impression as well as ample opportunities for further exchange.