Customer and Investor Relationship
Component code / course code: MBW-BI-08.1
Semester: winter / summer
ECTS credits: 2
Lecture hours per week (SWS): 2
Lecturer: Prof. Dr. Heyser
Course Language: English
Prerequisites:
The students can follow subject-specific discussions in English and actively participate in them. They have a basic knowledge of business communication processes and the ability to negotiate.
Qualification objectives:
The students should understand the interrelationships of long-term business relationships both with customers and with all relevant stakeholders of a company. The aim is to convey the complexity of multilateral relationship management in relation to sustainable business success.
Course contents:
- Communication training and meeting preparation
- Identification of success factors in the customer and investor relationship (CIR)
- Analysis and use of suitable instruments for the CIR
- Costs and benefits of cross-selling processes
- Information management within the individual CIR
- Early identification of risks and opportunities within the CIR process
Teaching format (e.g. online/in person lecture/Seminar/Lab etc.): Interactive lecture, practical exercises, group work, independent study
Examination type: Oral Exam
