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Opleiding: Professional MBA Marketing & Sales

Learning purpose

Companies that make a difference in their markets have managed ways to effectively let marketing and sales join forces to serve their customers and delight them. Our cutting-edge program allows participants to enhance their knowledge and skills to master marketing challenges and to reap the benefits through sales excellence. The interaction between top-notch faculty, industry experts and participants, with their unique professional backgrounds, provides the ideal basis for learning at all levels and enhancement of leadership skills.

 

Target audience

• Executives with a successful career in marketing and sales who see the MBA as a further step in professionalizing and updating their knowledge and skills
• High potentials who have developed a successful career in other areas but see their future in marketing and sales and seek a profound functional specialization
• Entrepreneurs who want to promote their business with the help of state-of-the-art marketing and sales know-how

 

Programme

Structure

In the course of the part-time Professional MBA with specialization options, participants gain profound insights into core business subjects and a specific field or industry.

During the program, participants master the “Business Core” focusing on core business and management knowledge, techniques and leadership, while ensuring a maximum flexibility to foster their individual needs and ambitions during the “Specialization” modules.

 

Curriculum:

Business Core

• Managing People
• Managing Organizations
• Competitive Analysis and Strategy
• Data Analysis and Decision Making
• Financial Reporting
• Financial Management
• Operations Management
• Controlling
• Marketing Management
• Global Markets
• Information Systems Management
• Managerial Economics
• Entrepreneurship and Innovation
• Leadership
• Ethics and Corporate Social Responsibility

 

Specialization

Managing your Brands and Communication
Nature of brands and their importance in marketing, successful
brand management, diversification of existing brands. Key concepts in integrated marketing communication, effective performance analysis and interface management with communication professionals balancing ideas and marketing budgets.

Managing your Marketing Financials
Sources, strengths and weaknesses of various marketing metrics,
design of a relevant portfolio or dashboard of metrics, new developments in marketing management control, different methods of marketing audits, customer and brand equity measurement, key concepts in pricing at a strategic level, competitive strategy and effective pricing.

Managing your Customer Relations
Successful customer management through strategic sales management, pros and cons of various sales compensation and expense systems, sales planning including forecasting, budgeting and sales territory management, individual and corporate sales. Strategic value of key account management and the role of information technology (CRM/SFA) with key accounts.

Managing your Channels
Distribution channel management including appropriate channel
and partner selection, successful governance mechanisms for managing marketing channels, logistics and supply chain management in the wider business environment.

Managing your Personal Selling Performance
Identification and analysis of personal negotiation and selling
skills, specifics of internal and external communication as a
leader in marketing and sales.

Marketing & Sales Lab
Forum to foster the exchange and reflection of new ideas in marketing and sales, promoting the individual knowledge transfer
into corporate practice.

 

Master Thesis

 

Entry Requirements

 

Application Requirements

To apply for the Professional MBA, you must meet the following requirements:

• Undergraduate degree, equivalent to a bachelor degree

• Minimum of three years of relevant work experience

• Proficiency of written and spoken English

• Completed application forms

• Curriculum Vitae

• Two letters of recommendation

Each Professional MBA participant is expected to have a personal computer and be familiar with MS Office software.

 

Admission Criteria

Students’ diversity is essential for the quality of the Professional MBA Program. Therefore, we carefully select all our MBA participants considering cultural and academic background, skills and work experience.

Examples of important criteria are:

• Solid career progression

• Management and leadership skills

• Ability to commit to a challenging program

• Interpersonal and communication skills

• A clear career vision

• Ambition and drive

The structure of the program and close collaboration in study groups encourages long-lasting business contacts and friendships.

 

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"Describing my MBA program in a nutshell, I would like to point out three key aspects: excellent reputation, well-balanced curriculum and excellent career prospects. In fact attending a part-time Professional MBA program means hard work as well. Therefore, I very much appreciate the modulare structure, which fits perfectly with my challenging full-time job. Even though I had the chance to study abroad, I regard this program as truly unique. In addition to the professional package, this MBA gives me an enjoyable experience of being part of a class of outstanding international individuals. I am proud to be part of Professional MBA Marketing & Sales class at the WU."

 

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