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Customer Relationship Management

Module name (EN):
Name of module in study programme. It should be precise and clear.
Customer Relationship Management
Degree programme:
Study Programme with validity of corresponding study regulations containing this module.
International Logistics Management, Bachelor, ASPO 01.10.2022
Module code: DFILM-414
SAP-Submodule-No.:
The exam administration creates a SAP-Submodule-No for every exam type in every module. The SAP-Submodule-No is equal for the same module in different study programs.
P620-0428
Hours per semester week / Teaching method:
The count of hours per week is a combination of lecture (V for German Vorlesung), exercise (U for Übung), practice (P) oder project (PA). For example a course of the form 2V+2U has 2 hours of lecture and 2 hours of exercise per week.
1V+1U (2 hours per week)
ECTS credits:
European Credit Transfer System. Points for successful completion of a course. Each ECTS point represents a workload of 30 hours.
2,5
Semester: 4
Mandatory course: no
Language of instruction:
German
Assessment:
Written composition / presentation

[updated 15.04.2024]
Applicability / Curricular relevance:
All study programs (with year of the version of study regulations) containing the course.

DFILM-414 (P620-0428) International Logistics Management, Bachelor, ASPO 01.10.2019 , semester 4, optional course
DFILM-414 (P620-0428) International Logistics Management, Bachelor, ASPO 01.10.2022 , semester 4, optional course
Workload:
Workload of student for successfully completing the course. Each ECTS credit represents 30 working hours. These are the combined effort of face-to-face time, post-processing the subject of the lecture, exercises and preparation for the exam.

The total workload is distributed on the semester (01.04.-30.09. during the summer term, 01.10.-31.03. during the winter term).
30 class hours (= 22.5 clock hours) over a 15-week period.
The total student study time is 75 hours (equivalent to 2.5 ECTS credits).
There are therefore 52.5 hours available for class preparation and follow-up work and exam preparation.
Recommended prerequisites (modules):
None.
Recommended as prerequisite for:
Module coordinator:
Dr. Ulrike Sträßer
Lecturer: Dr. Ulrike Sträßer

[updated 05.05.2020]
Learning outcomes:
After successfully completing this module, students will:
- understand different sales methods and are able to apply them,
- be able to analyze and work on business cases,
- be familiar with their practical implementation in the CRM system (Microsoft Dynamics 365 CE)


[updated 15.04.2024]
Module content:
The module is made up of practical exercises to simulate the software-supported distribution of products. Students will become familiar with different sales methods. These form the theoretical basis for the practical exercises. The practical part initially includes the joint definition of business processes based on a business case. Once the sales processes have been defined, they are implemented using the Microsoft Dynamics 365 sales software.

[updated 15.04.2024]
Teaching methods/Media:
Lecture, cases studies and discussions

[updated 15.04.2024]
Recommended or required reading:
- Hiemeyer, Wolf-Dieter: Integration von Marketing und Vertrieb : Ein konzeptioneller Ansatz für ein erfolgreiches Schnittstellenmanagement, Wiesbaden : Springer Gabler, 2020.
- Pufahl, Mario: Vertriebscontrolling : So steuern Sie Absatz, Umsatz und Gewinn. 6th ed. 2019. - Wiesbaden: Springer Gabler, 2019.
- Meffert, Heribert: Marketing: Grundlagen marktorientierter Unternehmensführung Konzepte – Instrumente – Praxisbeispiele
 - 13., überarbeitete und erweiterte Auflage. - Wiesbaden: Springer Gabler, 2019.


[updated 15.04.2024]
 
[Sat Dec 28 10:20:49 CET 2024, CKEY=dcrm, BKEY=dfilm3, CID=DFILM-414, LANGUAGE=en, DATE=28.12.2024]