Our team – Contact us
Visit the WHU Bookshop
Save the date!
×

Chair of Sales Management and Business-to-Business Marketing –

Cutting-edge research and teaching on the sales function.

WHU Campus for Sales TV

Our thought-provoking short videos on sales management

Award-Winning Teaching

Committed to excellence in teaching in all degree programs of WHU

Corporate Partners

Fostering close cooperations with leading firms in a variety of industries

Campus for Sales

Conference and knowledge platform for sales managers

About us

Driving excellence in the sales function.

The huge practical importance of sales and business-to-business cannot be disputed. But despite this, Germany’s universities largely offer marketing courses which focus on consumer goods marketing, brand management and consumer behavior. Our team, led by Professor Dr. Ove Jensen, is among the very few research teams that are fully dedicated to the sales function.

FIND OUT MORE ABOUT PROFESSOR JENSEN

Research & business engagement

What we do and how we can work together –
Find out more about our research and business activities.

Research

Our academic work is focused entirely on sales management.

Learn more

Business Engagement

Our Chair cooperates closely with leading firms in various industries.

Learn more

News

Chair of Sales Management and Business-to-Business Marketing –
Keep up with the latest events and activities.

Professor Ove Jensen presents on the topic "Sales management: Remuneration, pipeline management and key figures".

Read more

Students and executives meet for the 2018 fireplace evening on the Düsseldorf campus.

Read more

Chair of Sales Management and B2B Marketing offers new course "Entrepreneurial Selling and Customer Development".

Read more

Chair alumnus and store2be colleagues successfully complete new financing round.

Read more
Books

Bookshop –
WHU on Sales.

Visit the WHU Bookshop to find a selection of books focusing on the field of sales.

Go to WHU Bookshop

Awards and accolades

Awards and Accolades –
In recognition of excellence in research and teaching.

  • Best Paper in Track Award from American Marketing Association (2020 AMA Winter Academic Conference, Simone Kühne, Professor Ove Jensen & Marcel Hering)
  • Best Teacher Award from WHU Master of Science in Management Program (Spring Term 2016)
  • Best Teacher Award from WHU Master of Science in Management Program (Spring Term 2012)
  • Best Teacher Award from WHU Full-time MBA Program (Fall Term 2011)
  • Best Professor from WHU Lehrstuhl für Business to Business Marketing und Vertrieb (Fall Term 2008)
  • Best Paper in Track Award from American Marketing Association (2006 AMA Summer Educators' Conference, Professor Ove Jensen & Christian Hamburg)
  • Best Paper of the Year Award from The Journal of the Academy of Marketing Science (Jagdish N. Sheth Award for the Best Article of 2000, Professor Ove Jensen)
Our team

Meet our team –
Working together to inspire and achieve.

Professor Dr. Ove Jensen

Chairholder

+49 (0)261 6509 340
Send email
Learn more

Ruth Spiekermann

Personal Assistant

+49 (0)261 6509 341
Send email

M.Sc. Marcel Hering

Doctoral Assistant

+49 (0)261 6509 345
Send email

Associated Team Members

MBM Steffen Böhm

Doctoral Candidate

+49 (0)261 6509 342
Send email

M. Sc. Hannah Hauk

Doctoral Candidate

+49 (0)261 6509 344
Send email

M. Sc. Alexander Hemker

Doctoral Candidate

+49 (0)261 6509 341
Send email

M. Sc. Cristina Hofmann González

Doctoral Candidate

+49 (0)261 6509 347
Send email

Michael Welz

Doctoral Candidate

Send email

Thomas Wittwer

Doctoral Candidate

+49 (0)261 6501 343
Send email

Manager, EbelHofer Strategy &
Management Consultants GmbH

Send email

End of doctoral studies: 2015
Title of dissertation: Aufsätze zur Planungsschnittstelle zwischen Vertrieb und Betrieb

Founder and Director, store2be GmbH

Send email

End of doctoral studies: 2015
Titel of dissertation: Conceptual Foundations and Case Studies of Salesforce Compensation Plans

Manager M&A, Innovation & Ventures, Inhouse Consulting

Send email

End of doctoral studies: 2015
Title of dissertation: Salespeople as Boundary Spanners - Exploring the psychology of the salesperson

Head of P&L Mass Market bei der
Telefónica Germany GmbH & Co. OHG

Send email

End of doctoral studies: 2013
Title of dissertation: Die Adoption quantitativer Methoden zur Ressourcenoptimierung im Vertrieb: Theoretische Grundlagen und Fallstudien

AVANCO GmbH

Send email

End of doctoral studies: 2015
Title of dissertation: Finanzielle Nutzenrechnungen im technischen Vertrieb und Marketing: konzeptionelle Grundlagen und Fallstudien

Director Strategy, Unitymedia NRW GmbH

Send email

End of doctoral studies: 2014
Title of dissertation: Unprofitable customers in business markets

Head of Solution Selling &
LCM – Competence Center Hilti Group

Send email

End of doctoral studies: 2016
Titel of dissertation: Launching New Products with a Direct Sales Force: A Case Study and Grounded Theory

Dr. Simone Kühne

Senior Associate, Stern Stewart & Co.

End of doctoral studies: 2020
Title of dissertation: "Die Arbeit professioneller Einkäufer: Aggression im Namen der Rationalität"

Send email

Head of Commercial Business (DE),
Viessman Werke GmbH & Co. KG

Send email

End of doctoral studies: 2013
Title of dissertation: "Vertrieb industrieller Dienstleistungen - Eine Untersuchung organisationaler Strukturen und Fähigkeiten"

Send email

Jahr der Promotion: 2019
Titel der Dissertationsschrift: Pipeline-basierte Vertriebssteuerung - Fallstudien und Theorien

Consultant, McKinsey & Company, Inc.

Send email

End of doctoral studies: 2015
Title of dissertation: FMCG Marketing and sales: Organizing trade marketing, category management, and shopper marketing

Principal, The Boston Consulting Group

Send email

End of doctoral studies: 2010
Title of dissertation: Strategische und organisatorische Herausforderungen der internationalen Marktbearbeitung: Konzeptionelle und metaanalytische Synthesen ausgewählter Forschungsfelder

Executive Director, UBS Asset Management

+49-(0)261-6509-341
Send email

End of doctoral studies: 2018
Title of dissertation: „When to say ‘no’ to a customer – Profit interdependencies in losing business“

Head of the Communication Infrastructures and Services, OECD, Paris

+49-(0)261-6509-341
Send email

End of doctoral studies: 2019
Title of dissertation: "Dual Orientation Research: Collision or Collusion? The Interaction of a
Return-on-Marketing Orientation and a Relationship Marketing Orientation"

BSH Hausgeräte GmbH

Send email

End of doctoral studies: 2014
Title of Dissertation: Angebotspreisfindung bei umkämpften Aufträgen - ein entscheidungstheoretisches Modell unter Berücksichtigung von Anbieterheterogenität und Folgeaufträgen

Theses

Writing a doctoral thesis at the Chair of Sales Management and Business-to-Business Marketing.

We regret that we are currently not enrolling new doctoral students.

WHU DOCTORAL PROGRAM

Get in touch

Get in touch with us –
We look forward to hearing from you.

Professor Dr. Ove Jensen

+49 (0)261 6509 340
Send email   

Ruth Spiekermann

Personal Assistant 

+49 (0)261 6509 341
Send email

WHU – Otto Beisheim School of Management

Burgplatz 2
D-56179 Vallendar

Download Campus Plan