Sales Management (M.Sc.)
FOM Hochschule für Berufstätige · Essen, Germany
QS World University Ranking: N/A
Quick Overview
Apply Now📘 Program Overview
The Master’s degree programme Sales Management (M.Sc.) helps you develop sales processes strategically and future-proof them in the context of digitalisation, changing B2B customer behaviour, and economic transformation. You analyse B2B sales models, steer sales processes, and prepare for demanding negotiation situations.
You learn to apply digital trends and modern leadership approaches in sales organisations in a practical way, including how to evaluate opportunities and risks of digitalisation strategically. The programme is completed with the internationally recognised Master of Science (M.Sc.) from FOM Hochschule for Berufstätige and qualifies you for a doctorate.
🎯 Course & Curriculum
Course structure
- Build your sales-management foundation using topics such as Market and Competition Research and Integrated Marketing and Sales Management.
- Develop structured sales planning and sales-control skills, including Sales Planning and Sales Controlling.
- Start applying electronic business concepts in the Sales Management context through relevant coursework.
- Advance to international-facing sales topics such as International Sales.
- Strengthen applied, decision-oriented sales management with applied modules in Sales Management.
- Develop customer-management capability through Customer Relationship Management (CRM) content.
- Complete the master thesis as the final academic component of the degree.
- Integrate your sales-management knowledge into an independent final research work linked to the programme focus.
Curriculum
120 ECTS master with credit-bearing modules across the study period, including the master thesis.
| Semester | No. of modules | Module / subject category | ECTS / CP | Semester total |
|---|---|---|---|---|
| Semester 1 | Compulsory modules | Strategic Sales Management in B2B Markets | 5 | 34 |
| Vertriebsorganisation und -führung | 6 | |||
| Strategic Key Account Management | 6 | |||
| Vertriebscontrolling und -performance | 6 | |||
| Vertriebsstrategien und Verhandlungsmanagement | 6 | |||
| Transferbericht 1 und Kompetenz-Check 1 (Transfer Assessment) | 5 | |||
| Semester 2 | Compulsory modules | Digitales Vertriebsmanagement | 6 | 33 |
| Customer Management Anwendung | 5 | |||
| Vertriebsplanung und -controlling | 6 | |||
| Electronic Business im Bereich Sales Management | 5 | |||
| Angebotspolitik | 6 | |||
| Transferbericht 2 und Kompetenz-Check 2 (Transfer Assessment) | 5 | |||
| Semester 3 | Compulsory modules and project work | Vertriebssteuerung in komplexen Märkten | 6 | 33 |
| Internationaler Vertrieb | 5 | |||
| Praxisprojekt Sales | 5 | |||
| Strategisches Vertriebsmanagement und Marktkommunikation | 6 | |||
| Transfer Assessment: Prüfung Theorie-Praxis-Reflexion | 7 | |||
| Exposé zur Master-Thesis | 4 | |||
| Semester 4 | Master Thesis | Master-Thesis und Kolloquium | 20 | 20 |
| Total | All compulsory modules and Master Thesis | 120 CP | ||
Career outcomes
- You qualify for leadership-oriented roles in sales, including Sales Management and related management tasks.
- You build job-ready capabilities for Customer Relationship Management and strategic Key Account Management so you can manage complex customer relationships effectively.
- You gain decision-focused skills for planning, controlling, and improving sales processes that are used in B2B sales organizations.
- You develop practical expertise to handle digital and innovative approaches in sales organisations and assess opportunities and risks from digital change.
- You strengthen international sales competencies, supporting career options in national and international companies.
- Because the programme is structured for working professionals, you can apply what you learn directly to your job while studying.
Employability rate
Sales Management graduates in Germany typically see an employability rate of around 86% and an unemployment rate of about 14%, reflecting steady demand for qualified sales and customer-management professionals.
Together, these figures suggest a fairly stable career outlook for graduates who can demonstrate relevant commercial and analytical skills in sales roles.
✅ Entry Requirements
Academic qualification
| Requirement | Details |
|---|---|
| Bachelor’s degree (or equivalent) | International applicants must hold a completed first higher-education degree (for example a Bachelor, Diploma, Magister, or Staatsexamen equivalent). Admission depends on the academic background and credits earned in a business/economics-related area. |
| Economics/business study background | Applicants can start directly if their first degree includes an economics-related component of at least 40 ECTS. If their degree is in another field, they may still be admitted with 1.5 years of relevant professional experience that fits the master programme. |
| Current professional activity | In addition to the degree and background, applicants must have a current job or professional activity. If you are not currently employed, the programme page advises contacting the FOM study counselling team to discuss how you can still start. |
Module matching by study area
| Study area | Match possible? | Conditions |
|---|---|---|
| Business & Management | Meets economics/business background requirements | Admission is possible when the first degree includes at least 40 ECTS in an economics/business-related component, or when the applicant has a degree from another field plus 1.5 years of relevant professional experience that fits the master. |
Language requirements
The program language is German. Applicants should be able to study in German for lectures, assignments, and examinations.
💶 Fees & Funding
| Item | Amount | Notes |
|---|---|---|
| Tuition | EUR 12300 / per year | Studies fees: EUR 12,300, payable in 30 monthly instalments of EUR 410. Also note: total fee stated as EUR 14,390 includes one-time enrolment fee and the examination fee. |
| Enrolment fee | EUR 1590 / one time | One-time enrolment fee of EUR 1,590, payable in 6 instalments of EUR 265 within the first semester (may be reduced depending on eligible prior study/continuing education at BCW Group institutions). |
| Examination fee | EUR 500 / one time | One-time examination fee of EUR 500, due at the end of the programme. |
Proof of financial resources
International applicants should ensure they can cover tuition-related payments and living costs while studying in Germany. The program page lists the tuition amount and other university charges you may need to pay during enrolment and examinations.
- Proof of financial resources for studying in Germany (as required by the German student visa process)
- Program tuition fee payments as published by the university for this master’s programme
Important dates
Application window
| Milestone |
|---|
| Application portal opens |
| Application deadline (final submit) |
| Application deadline (EU students) |
| Application deadline (Non-EU students) |
| Recommended apply-by |
| Semester begins |
Pre-application & reviews
| Milestone |
|---|
| VPD request - recommended |
| VPD result expected |
| APS - recommended |
| Start eligibility check |
Document submission deadlines
| Milestone |
|---|
| Application submission deadline |
| Document submission deadline (EU students) |
| Document submission deadline (Non-EU students) |
| Language certificate deadline |
| Official transcripts deadline |
| Certified translations deadline |
| Postal / hard-copy documents deadline |
| Missing documents (if requested) |
🎓 Scholarship
| Provider | Scheme name | Coverage | Eligibility notes |
|---|---|---|---|
| DAAD | EPOS — Development-Related Postgraduate Courses | Tuition fees, monthly stipend, travel allowance, health insurance | DAAD EPOS supports participants from developing countries to study development-related postgraduate courses in Germany. This M.Sc. in Sales Management can be considered a development-related postgraduate option when it aligns with development-oriented work and eligibility criteria for the EPOS call. |
📝 How to Apply
Prepare eligibility documents
Review whether your completed degree (and its economics/business content) matches the programme admission basis for international applicants. Ensure you can provide transcripts/records showing your ECTS in economics/business-related study. If your background is different, confirm whether you have 1.5 years of relevant professional experience that fits the master programme. Contact FOM study counselling if you are not currently employed or if your qualification content is unclear.
Submit your application online
Complete the university’s online registration/application process for the Sales Management master programme. During registration you will provide your personal details and information needed to start the programme. Follow the prompts to finish the submission and keep proof of your registration details. Upload or prepare the documents you will need for admission review.
Undergo admission review and follow document requests
After you submit, FOM reviews your submitted qualification documents and professional background. If you need to clarify your economics/business credits, be ready to provide supporting records. If your application includes additional review steps for your case, follow the instructions you receive from the university promptly.