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Procurement Logistics and Technical Sales and Distribution

Module name (EN):
Name of module in study programme. It should be precise and clear.
Procurement Logistics and Technical Sales and Distribution
Degree programme:
Study Programme with validity of corresponding study regulations containing this module.
Industrial Engineering, Bachelor, ASPO 01.10.2013
Module code: WIBASc225
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.
P450-0012
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.
2V+2U (4 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.
5
Semester: 2
Mandatory course: yes
Language of instruction:
German
Assessment:
Written exam

[updated 13.09.2018]
Applicability / Curricular relevance:
All study programs (with year of the version of study regulations) containing the course.

WIBASc225 (P450-0012) Industrial Engineering, Bachelor, ASPO 01.10.2013 , semester 2, mandatory 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).
60 class hours (= 45 clock hours) over a 15-week period.
The total student study time is 150 hours (equivalent to 5 ECTS credits).
There are therefore 105 hours available for class preparation and follow-up work and exam preparation.
Recommended prerequisites (modules):
WIBASc115 Principles of Business Administration I (BWL I)
WIBASc125 Industrial Management


[updated 20.01.2020]
Recommended as prerequisite for:
WIBASc-525-625-FÜ20 Market Segmentation and Other Marketing and Market Research Questions in Practice (Seminar)
WIBASc-525-625-FÜ36 Technology and Innovation Management (English)
WIBASc-525-625-FÜ42 Design Thinking & Business Model Innovation
WIBASc-525-625-FÜ7 Moderation and Leadership (Seminar)
WIBASc-525-625-W11 Technical Sales and Distribution (Seminar)


[updated 09.03.2021]
Module coordinator:
Prof. Dr. Udo Venitz
Lecturer:
Prof. Dr.-Ing. Christian Köhler


[updated 20.01.2020]
Learning outcomes:
Procurement Logistics:
After successfully completing this module students will:
_        be able to recognize the efficiency potential of logistics _ especially procurement logistics and make targeted use of it
_        have mastered common methods of conventional purchasing
_        understand the efficiency potential of JIT purchasing and can apply it
_        be competent enough to select and use the optimal mode of transport in procurement
 
Technical Sales and Distribution:
After successfully completing this module students will:
_        be familiar with the theoretical and practical principles of sales and distribution, as well as the empirical results of distribution research
_        have insight into the topic of sales and distribution based on a well-balanced mixture of theoretical knowledge and practical experience
_        be able to list characteristics of capital goods markets and determine the resulting implications for the strategic and operative orientation of sales and marketing
_        be able to draw on both generally applicable and industry-specific sales knowledge and apply the instruments and methods discussed.

[updated 13.09.2018]
Module content:
Procurement Logistics:
1. Basics        
1.1 Terms        
1.2 Success factors
2. Procurement logistics        
2.1 Basics
2.2 Needs assessment
2.3 Procurement/Purchasing
2.4 Just-in-time procurement (JIT)
3. Transportation logistics
3.1 Own-account transport
3.2 Commercial freight transport
3.3 Rail
3.4 Inland vessels
3.5 Seagoing vessels
3.6 Air freight
  
Accompanying exercises and case studies on all topics
 
Technical Sales and Distribution:
1.        Conceptual and theoretical prinicples of sales and distribution
2.        Structuring and managing sales and distribution
3.        Personal selling/Communication techniques
4.        Business-to-business marketing and technical sales
5.        Special challenges of industrial goods marketing
6.        Preparing quotes, calculating and processing orders for technical goods


[updated 13.09.2018]
Teaching methods/Media:
Procurement Logistics:
A regularly revised PowerPoint presentation, also available to students as electronic lecture notes, will be used for the module. On a case-by-case basis, video sequences will illustrate what has been learned in the course of the module.
 
Technical Sales and Distribution:
A regularly revised PowerPoint presentation, also available to students as electronic lecture notes, will be used for the module. On a case-by-case basis, video sequences will illustrate what has been learned in the course of the module.


[updated 13.09.2018]
Recommended or required reading:
Procurement Logistics:
_        Arnold, D./Isermann, H./Kuhn, A.: Handbuch Logistik; 3. Auflage; Springer, 2008
_        Clausen, U./Vastag, A.: Handbuch der Verkehrs- und Transportlogistik; 2. Auflage, Springer, 2008
_        Ehrmann, H: Logistik; 6. Auflage; Kiehl Verlag; 2008
_        Gudehus, T: Logistik I und II; 3. Aufl.; Springer Verlag; 2006
_        Günther/Tempelmeier: Produktion und Logistik; 8. Auflage; Springer, 2009
_        Koether, R. u.a: Taschenbuch der Logistik; 3. Auflage; Hanser; 2008
_        Oelfke, W.: Speditionsbetriebslehre;39. Auflage; Bildungsverlag Eins; 2010
_        Pfohl, H.: Logistiksysteme; Betriebswirtschaftliche Grundlagen; 8. Auflage; Springer; 2009
_        Schulte, C.: Logistik; Vahlen; 5. Auflage; 2009
_        Wannenwetsch: Integrierte Materialwirtschaft und Logistik; Springer Verlag; 4. Auflage; 2009
_        Weber,J.: Logistikkostenrechnung; 3. Auflage; Springer Verlag; 2012
 
Technical Sales and Distribution:
_        Backhaus, K./Voeth, M.: Industriegütermarketing, 9. Auflage, Vahlen, 2009
_       Klimke, R./ Faber, M.: Erfogreicher Lösungsvertrieb; Gabler, 2008
_        Kuhlmann, E. (2001): Industrielles Vertriebsmanagement; 1. Auflage, Vahlen Verlag, 2001
_        Winkelmann, P.: Marketing und Vertrieb, 7. Auflage, Oldenbourg Wissenschaftsverlag, 2010


[updated 13.09.2018]
 
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