Sales Management Excellence MBA


Not to mention interested persons, who have the potential for such positions and more. Does the description fit? If so, during the Sales Management Excellence MBA Program, you will receive the skills that will enable you to make your company’s marketing activities even more professional.

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facts & figures


18 months plus master’s thesis
39-day attendance, blocked in modules + online phase
Whole day, mostly Thursday to Saturday,
75 ECTS points

Program Start


October 23, 2019

November 13, 2019

Program Fee

EUR 21,900* (Installment payment possible)

Application fee, examination fee, literature: EUR 1,490*
not including travel and accomodation expenses, lunch, optional leadership check
* plus 10% VAT for companies entitled to deduct VAT

Target Group

Senior sales managers, key account managers, marketing experts en route to managerial appointments, business area managers, CEOs from SMEs and business development managers.

Admission Requirements

A degree and at least three years of professional experience, or a comparable qualification derived from professional and practical experience, as well as a positive admission interview.

Teaching Language



A Master of Business Administration degree awarded by Johannes Kepler University Linz.


arrow Curriculum Management MBA (German only)

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Management Compact Upper Austria

Assoz. Univ.-Prof. Mag. Dr. Stefan Mayr
FH-Prof. Mag. Dr. Albert Mayr
FH-Prof. Mag. DI Peter Hofer
Dr. Stefan Fink
FH-Prof. DI Dr. Heimo Losbichler
Mag. Dr. Petra Martinek-Kuchinka
Mag. Manfred Werkusch-Klahn
Mag. Andreas Berger

Management Compact Vienna

Mag. Dr. Petra Martinek-Kuchinka
FH-Prof. Mag. Dr. Albert Mayr
FH-Prof. DI Dr. Heimo Losbichler
Univ.-Prof. MMag. Dr. Wolfgang H. Güttel
Assoz. Univ.-Prof. Mag. Dr. Stefan Mayr
Mag. Dr. Ferry Stocker
Univ.-Prof. Dr. Ewald Aschauer
Univ.-Prof. Dr. Roman Rohatschek

Leadership Experience Salzkammergut/Innviertel

Prof. DI Dr. Rupert Hasenzagl
Univ.-Prof. Dr. Elke Schüßler
Univ.-Prof. MMag. Dr. Wolfgang H. Güttel
Mag. Doris Perg

Leadership Experience Wachau

Prof. DI Dr. Rupert Hasenzagl
Univ.-Prof. MMag. Dr. Wolfgang H. Güttel

Sales Management Excellence

Prof. (FH) Mag. Dr. Karl Pinczolits
MMag. Dr. Wilfried Scheschy
Ing. Peter Huber
Mag. Hubert Preisinger
FH-Prof. Mag. (FH) Dr. Oliver Wieser

Experience reports

Take the sales strategy lead

Successful selling in the digitization age is far more than merely the interface between supply and demand, and successful salespersons are not simply self-taught individuals, who have learned their skills from the bottom up. They are strategists with psychological background knowledge, which lead their teams to success in a targeted manner using the latest technologies. It is precisely at this point that you come into the picture. With the Sales Management Excellence MBA you will obtain a combination of a profound scientific basis and applied, practice-oriented know-how. You thus have the ability to guide and strengthen the sales activities of your company in a contemporary manner that enthuses your team. Welcome to a new dimension in further training.


In this program, DIGITAL INSIDE reveals the links between new technologies and the possibilities and essential prerequisites for their employment in one’s own company environment.  Two focal points are formed by a holistic view of the customer journey and the identification of the relevant client touch points for the generation of sales leads, as well as the employment of digitalization for the optimization of the sales process and the related improvement in efficiency levels.



  • Develop sales strategy as a basis for company strategy
  • Recognize the connections between the strategy and structure of sales organizations
  • Sales management professionalization of the guiance of sales personnel towards improved performance
  • Sales management using performance indicators
  • Analysis and optimization of sales processes
  • Gain a holistic view of the customer journey and learn about the instruments for customer acquisition in the digital age


  • Prepare a tailor-made sales concept on the basis of a company-related analysis
  • Become acquainted with the methods and approaches for the development and realization of a digital sales concept
  • Attain an increase in efficiency levels through system-/technology-aided sales
  • Gather new perspectives through the enlargement of the company network to include related or complementary branches
  • Draw up a comprehensive and customized solution for a self-chosen assignment within the scope of the master’s thesis




  • Group formation and HR-management
  • Marketing and strategic management
  • Economics



  • Accounting and balance sheet analysis
  • Cost accounting and management
  • Investment and financing


Business Simulation

  • Company management under dynamic competitive conditions
  • Preparation and implementation of company strategy in situations which require complex decision-making


The focus is on the communication and implementation of fundamental concepts and instruments in traditional managerial areas. The range involved extends from the development of strategic objectives to steering via key figures and the deployment of personnel, who constitute a company’s most important resource.  In particular, a business planning game simulates the topic of company management under dynamic competitive conditions in an integrative manner.


Teaching language: German



  • Assume different managerial roles and be able to use various management styles
  • Recognize sources of power as the key to managerial success
  • Consciously design communications systems and convey information efficiently
  • Motivate employees and influence performance-related behavior



  • Be able to comprehend and steer group development processes
  • Comprehend and design group roles and expectations
  • Heighten an awareness of group standards and social sanctions
  • Recognize group phenomena and develop decision-making strategies
  • Be able to turn individuals into high-performance teams



  • Recognize the reasons for resistance to change
  • Develop strategies for the handling of opposition
  • Be able to employ persuasive strategies for change
  • Develop profound analytical skills and an ability to recognize changes in behavior
  • Learn to apply diverse impulses for change


The definitive design of the leadership module is targeted on the competences of the course participants. This allows it to take place in both familiar seminar surroundings and in various, experience-oriented learning environments within the framework of outdoor exercises.


Teaching language: German

Sales Management Excellence

Sales excellence + digital sales

  • Become acquainted with and apply strategic approaches and initiatives for the identification and acquisition of key accounters
  • Successful negotiating on an equal footing with executive board members, CEOs or buying centers
  • Holistic analysis of the customer journey and sales instruments for customer acquisition in the digital age
  • Learn about methods and approaches for the development and realization of a digital sales concept
  • Achieve an improvement in efficiency through system-/technology-supported sales
  • Increase contacts, presence and range by means of digitalization


This module will introduce you to the systematic sales approach, as well as its transfer to your own sales conduct and the analysis of your team. You learn about suitable psychological models for the estimation of the personalities of salespersons and customers and can use them along with strategic sales methods (customer portfolio, the capture of new customers, etc.). In addition, learn about concepts such as the customer journey, omni-channel sales and sales analytics, and their integration into your company’s strategies.


Sales force management

  • Learn how the performance of sales personnel can be correctly assessed and enhanced
  • Sharpen up your competences with regard to the encouragement and challenging of sales personnel
  • Recognize the special aspects of managing differing types of sales personnel
  • Lead sales personnel via process and performance indicators
  • Draw up models for the analysis, furtherance and support of sales personnel and their competences


This module communicates the links between market conditions, strategy options, structures and procedures in sales organizations. You learn how to deduce a sales strategy from business targets and create suitable structures and procedures for optimum sales team performance. You also become acquainted with the main parameters and instruments for the management of sales organizations and thus understand how to guide and coach your colleagues using key performance indicators.


Personal competence

  • Develop sales strategy as a basis for company strategy
  • Recognize the link between strategy and the structure of sales organizations
  • Professionalize sales management and thus improve sales personnel performance
  • Sales management via performance indicators
  • Analyze and optimize sales processes
  • Obtain a holistic view of the customer journey and instruments for customer acquisition in the digital age


During this module you will learn to assess and perceive your role and assignment as a manager. You will employ your own strengths, recognize development potential, learn to appreciate the differing behavior patterns of your team and be able to analyze and coach. You will recognize the special aspects of the management of sales personnel and learn techniques, e.g. the performance improvement model, which allows a qualitative and quantitative assessment of sales personnel and supports your deduction of success-oriented action.


Teaching language: German


The Master’s Thesis and its defense form the integrative conclusion of the MBA program. The aim of the work is to guarantee the transfer of scientific principles to one’s own practical work and thus to create brackets around the individual elements of teaching content. For this purpose, a significant question relating to your own company will be dealt with using the acquired, science-based concepts and methods. As a consequence a direct benefit is created for both you and your company.

Specific Benefits

Personal Leadership Check (optional)

Recognise your individual areas with scope for development through a personal potential analysis and in-depth coaching units. With the aid of the analysis, you can reach conclusions regarding your targets, strengths, preferences and potential. Tailor-made realisation advancement then takes place in the course of personal coaching.

Practical Transfer

In every preparation and home assignment, you will transfer a topic in a specialist and individual manner to your company. In total, your efforts will result in a tailor-made sales concept and specific tools for sales personnel management.

International Management MBA

The International Management MBA offers you the possibility to extend your specialist management study course with an additional stay abroad in Canada/USA or China. The study trips incorporate an ideal blend of an academic program, company visits and networking. You gather international experience and therefore expand your perspectives.