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Martina Seikat
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msc.internationalsales@escp.eu
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Master of Science (MSc) in SALES 4.0 | International Sales Management
Become an expert for the most fundamental and important activity of any business in times of digital transformation and increasing competition
Objectives of the programme
Many of today’s best career opportunities are international, enhanced through the digitization of the business world. As more and more companies go global, it’s getting harder to be successful without cultural intelligence. This may be especially true in sales. Therefore, learning how to build close relationships with colleagues and customers from a multitude of different cultures is becoming a core sales and marketing competency.
As a student in Berlin and Paris, two of Europe’s most vibrant, multicultural cities, studying with students from many different countries, and taught by ESCP’s global faculty, you won’t have to wait to start your international career.
The art of sales is also undergoing a deep transformation due to digitalization. Words such as artificial intelligence, big data, the Internet of things, social media, to mention a few, have become and will continue to be staples in salespeople's lives.
By the time you are finished with this two-year, full-time programme at one of the world’s most European and international business schools, you will have already worked in a multinational setting, and gained the knowledge and skills you need to succeed as an international sales and marketing manager both in a globalized and digitalized world.
Master of Science (MSc) in SALES 4.0
Master in International Sales Management
Sell to the world
In your classes, you will learn about the importance of sales, a core operational activity of any business. You will also learn about general management and marketing topics. All this will be done from a cross-cultural perspective and the latest advancements of the sales function with regards to artificial intelligence, big data, and further concepts. You will have a better understanding of why sales tends to be a faster track (often the fastest) to the executive suite than most other functions, and be given individual coaching to develop your presentation and communications skills.
In addition, real-life consulting projects with major companies and individual sessions with ESCP career counsellors will help you decide which sector and what kind of role would be right for you.
Participants’ background
- Management / Business: 55%
- Economics: 18.5%
- Marketing / Communication: 11%
- Political science: 4%
- Language / Literature: 4%
- Others: 7.5%
11
nationalities
59% women
41% men
EU 74% – French, Italian, German
Non-EU 35% – Colombia, Hong Kong, Russia, India, China, Kazakhstan, South Korea, Dominican Republic
European Academic Director
Prof. Dr. Frank JACOB
Professor in Department of Marketing
Dr. rer. pol. – Habilitation (German acad. qual. for Ph.D. supervisor)
Frank Jacob holds the Chair of Marketing at the Berlin Campus.
Research areas: International Business Environment, Marketing, Sales, Negotiation
Accreditation
The SALES 4.0 | Master in International Sales Management programme has been state-accredited by the Senate Administration for Education, Science and Research of the Federal State of Berlin. The programme is also an internationally recognized state-accredited Master of Science degree by the Accreditation Council through ACQUIN since 2016 and in accordance with the Bologna reform.
About ESCP's MSc
Our goal is to train experts who will be rapidly able to adapt, progress, and lead in a globalized world. The choice of a Full-Time MSc corresponds to a professional project and gives young graduates and managers a combination of high-value skills and experiences sought by recruiters. Choosing this intensive format allows for immediate access to decision-making positions.
Master of Science (MSc) in SALES 4.0 | International Sales Management
Curriculum
Connecting to the global customer
The first term of this master programme, which takes place on ESCP’s Berlin campus, will give you a general understanding of sales techniques, markets and customers. You will have courses on marketing, consumer behaviour, market insights & data analytics and learn further critical sales skills such as negotiating and pricing.
In your second term in Berlin you will focus on sales force management and cross-cultural selling, as you develop new skills in quantitative electives such as financial reporting and managerial accounting. Latest advancements and the impact of artificial intelligence (AI), big data, social media, and the Internet of Things on the sales function will also be discussed. The course „digitizing the sales process” will take place at C.T. Bauer College of Business of the University of Houston during an international seminar.
During the third term, which takes place in Paris, the curriculum will focus on fields of channel and distribution management as well as on international marketing and trade. Topics such as international channel management & retailing 4.0, digital supply chain management, international marketing decisions and international law of distribution will be addressed.
For the start of the second year (term 4) you will return to Berlin campus. As a preparation for your MSc thesis, research methods will be taught, while classes on Management of change & organizational behaviour will provide you with the necessary skills to succeed in an International environment. Electives with a strategic dimension as well as a company consultancy project will complete this term.
At the end of your studies (term 5 & 6), you will spend one term writing a thesis on a sales-related topic and during the final term, you will do an internship anywhere in the world - your first rung on the ladder of an international business career.
A two-year full-time programme
Your learning journey begins in September and is organised over six terms as follows:
Course Modules
You have to be proficient in English to follow these courses.
Sales techniques
- Selling & negotiations
- Pricing
- Digital marketing SALES 4.0
Sales force management
- Leadership in international sales
- Digitizing the sales process (C.T. Bauer College of Business of the University of Houston)
Channels & distribution
- International channel management & retailing 4.0
- Digital supply chain management
International
- International management
- International management
- Cross-cultural competence for sales
- International marketing & trade
- International marketing decisions
- International law of distribution
General
- Understanding markets & customers
- Strategic Marketing and Methods for Gaining Market Insights
- Consumer behaviour & organizational buying
- Electives (4 to be chosen)
- Entrepreneurship
- Economics for managers
- Corporate finance
- Management control
- Financial accounting
- Strategy
- Business information systems
- Business ethics
- Service management
Research
- Research & consultancy
- Research methods
- Problem Solving
- Change for Sustainability
- Master Thesis for MSc
Skills
- Language courses
- Career development
- Company Consultancy Project
- Internship
Faculty
Prof. Frank Jacob
Academic Director
Frank Jacob holds the chair of Marketing at the Berlin Campus.
Courses taught in the programme
- Consumer behaviour & organizational buying
- Selling & negotiations
Prof. Kerstin Alfes
Professor of Organisation and Human Resource Management, Berlin Campus
Vice-Rector Teaching
Course taught in the programme
- Leadership in international sales
Prof. Maren Becker
Assistant Professor of Marketing and Research Methods, Berlin Campus
Maren Becker's research focuses on econometric modeling of marketing decisions, particularly advertising and its effectiveness.
Courses taught in the programme
- Methods for gaining market insights & data analytics
Prof. Markus Bick
Professor of Business Information Systems, Berlin Campus
Research: Knowledge management, e-learning, convergent systems, ambient intelligence, simulation.
Course taught in the programme
- Business Information Systems
Prof. Rolf Brühl
Professor of Business Ethics and Management Control, Berlin Campus
Academic Director of the Doctoral Programme at ESCP Business School Berlin.
Courses taught in the programme
- Management control
- Business Ethics
Prof. Axel Buchner
Professor of Entrepreneurial Finance and Corporate Finance, Berlin Campus
Axel Buchner holds the Chair in Entrepreneurial Finance and Corporate Finance and teaches courses on Financial Management, Corporate Finance, and (Advanced) Entrepreneurial Finance.
Course taught in the programme
- Corporate Finance
Prof. Barnim Jeschke
Affiliate lecturer, Berlin Campus
Research: Decision-making in complex situations, sustainable management, business development, innovation management; Consultant, Entrepreneur, Professor at FOM Munich.
Course taught in the programme
- Problem Solving
Prof. Paul Lapoule
Academic dean of the programme, Paris Campus
Teacher Researcher and PHD supervisor at ESCP Europe
Group Head Talent and Transformation & International Business Director at Scholz & Friends Group
Fields of expertise
- Marketing, Strategic Marketing, International Marketing, Retail Marketing, Retailing, Merchandising, Sales Forces Management, Negotiation, Case studies method teaching
Claudia Müller
Affiliate Professor, Berlin Campus
Claudia Müller is a consultant, trainer and lecturer with a focus on international, intercultural collaboration and leadership as well as international organisational development. Founder of CIM Consulting.
Courses taught in the programme
- Change for Sustainability
- Cross-cultural competences for sales
Dr. Jane S. Nikolitsch
Affiliate lecturer, Berlin Campus
Managing Director and founder of YOUNICORN Media GmbH
Course taught in the programme
- Tailored Marketing
Prof. Nathalie Prime
Professor of International marketing and cross-cultural management at ESCP, Paris Campus
Chair of the European Department of Marketing at ESCP across 5 country campuses (Berlin, London, Madrid, Paris, Torino).
Course taught in the programme
- International Marketing Decisions
Prof. Stefan Schmid
Professor of International Management and Strategic Management
Stefan Schmid is the Academic Director of the Executive MBA programme at the Berlin campus.
Course taught in the programme
- International Management Decisions
Prof. Martin Schmidt
Professor of Financial Reporting and Audit, Berlin Campus
Martin Schmidt joined ESCP in January 2013, when he became chairholder of the newly set-up Chair of International Accounting on the Berlin Campus.
Course taught in the programme
- Financial Accounting
Prof. Vincent Smith
Assistant Professor, London Campus
Vincent is an assistant professor in law and ethics at ESCP Europe and has been an English solicitor for over 20 years, practising regulatory (competition), commercial and EU law in both London and in Brussels.
Course taught in the programme
- International Law of Distribution
Prof. Robert Wilken
Professor of International Marketing, Berlin Campus
Robert Wilken is Vice-Rector for Faculty and Research
Course taught in the programme
- Pricing
You will take part in a Company Consultancy Project (CCP) during this MSc, which allows you to put into practice the concepts you’ve learned in class. In groups of 4-5, you and your peers will collaborate on a real-time challenge provided by a company or organisation.
Your group is expected to deliver a high-level analysis and make actionable recommendations that can realistically be implemented by the company.
The Company Consultancy Projects are a key element of the programme that enables you to get to know a sector or a specific function. They require significant commitment and focus from students over 2-3 months.
Through the Company Consultancy Project, students learn how to work efficiently as a team and hone their skills in:
- Project planning and management
- Data collection and analysis
- Development of hypotheses and recommendations
- Customer service
- Public speaking and presentations
Within the framework of the Company Consultancy Projects, dedicated workshops are carried out such as:
- Client interaction
- Presentation skills
Throughout the project, guidance is provided by an ESCP professor. Students learn how to approach an issue with a critical mindset, and how to react and adapt swiftly in unexpected situations with a creative and open-minded attitude.
Some Partner Companies
BBVA – BNP Paribas – Capco – Deloitte – Eaton – EXPOFRANCE 2025 – GE Capital – Hydrogen – IBM – Indeu capital – Inditex (Zara) – Indra – International SOS – Interserve – Larousse – Lavazza – LVMH – Orange – Paul UK – Pernod Ricard – Porsche Design – Santer Reply – Telefónica – Vodafone
Company Consultancy Projects
Examples of Company Consultancy Projects
- Benchmark and blueprint for an International Graduate Programme (utilities, HR)
- City launching of Urban Ninja in Spanish market
- Development and implementation of online business for commercialisation
- Development of a CSR strategy
- Development of an innovative B2B online portal
- Feasibility study to set up a commercial subsidiary: services, organisation and financial model
- Global mobility of highly skilled professionals
- Global supply chain and distribution model (retail chain)
- Growth opportunities in the digital technologies sector in Europe
- Identify growth opportunities for category portfolio products
- Portfolio strategy and dealflow identification (private equity fund, India luxury market)
- SME lending in Europe. New scoring model analysis (banking, innovation)
- Study of business intelligence in the field of "fast moving consumer health" at European level
- Telemedicine and return on investment: a real case modelling and evaluation
- The future of newspapers, books and magazines (publishing industry)
- The new online shop: benchmark and suggestions
- Transforming London’s precious metal OTC market: feasibility report
- Valvetrain footprint optimisation: how to secure profitable regional growth
From May to July of the second year, students must complete an in-company internship of at least 3 months. The internship is an opportunity for practicing theoretical concepts learned, gaining experience, and networking, all with an eye towards kicking-off your career.
The European Career Development Centre
The Career Development Centre is present on all 6 campuses and is composed of career experts who specialise in knowledge about industries, countries, and local labour markets. Their role is to help identify your career goals and help you get there by providing you with the right tips, tools, and connections.
Starting in February of the second year, you must draft a professional thesis in consultation with an ESCP professor, which is based on the course Research Methods in Term 4. The thesis is defended orally to a committee between June and July.
This individual research project is an essential part of the Master, as it showcases the sum of your critical thinking, analysis, and writing skills developed over the previous 18 months. It represents 20 of the total of 120 ECTS credits earned over the programme’s length.
Master of Science (MSc) in SALES 4.0 | International Sales Management
Careers
Global business is big and getting bigger all the time. In 1950, cross-border trade represented about 20% of global production. Today, it’s over 50%.* As a graduate with a SALES 4.0 - Master in International Sales Management degree from ESCP, you’ll be well placed to take a position as an international sales executive for a multinational company, an international key account manager, or a country sales director.
*Our World in Data.org/international-trade
Testimonials
Constance PFEIFFER
Solutions Sales Executive at SAP
Class of 2018
“Through this study programme I discovered my passion for sales optimisation and pricing strategy in an international environment. My goal is to become a successive and praised consultant in a prestigious consultancy, so I could transfer, share and apply my knowledge to important multinational/international companies in order to help them growing in a profitable and sustainable way.”
Karl BLATZ
Head of International Development at Kiddinx Media GmbH
Class of 2018
“After completing my studies at the ESCP, I ended up not being concerned by the question of whether I will find a job but was instead asking myself “What job offer will I accept?”. The combination of theoretical and practical knowledge, as well as an advanced network provided by ESCP gives you a real head start in the job market.”
Alejandra RIVAS
Business Development Manager at Adspert
Class of 2019
“The Master of International Sales Management at ESCP offers a truly international atmosphere where it is possible to learn and develop intercultural competences that are necessary in a globalized world.”
Michael KERKHOFF
Manager, B2B Sales SaaS at Virta Ltd.
Class of 2019
“This master programme helped me a lot to acquire deep knowledge about working in a sales organization. Due to business games implemented in our studies and courses with industry experts, I gained many practical insights which will help me to become a successful sales manager. Furthermore, I made friends for life.”
Nicola SIBLER
Account Strategist at Google
Class of 2018
“After finishing my bachelor degree in International Management, I started my own business specializing on the sublease of cinema screens. This showed me that more expertise in sales will be crucial to develop my future ideas.
The result of my research was that ESCP understood the need of well-educated sales managers and offered a similar study program. Therefore, I'm convinced that I have made the right decision to study such a unique master at ESCP.
I could imagine to work as a consultant for some years before I move on to launch my own business. Sales as an academic discipline is applicable to many fields.”
What companies say
Dr. Gregor MATTHIES, Partner at Bain & Company
Dr. Gregor Matthies is a partner at Bain & Company in Munich and heads the European Automobile practice group. His expertise extends to the automotive sector and the aerospace industry. He mainly acquired his wide consulting experience through strategy development, organizational and restructuring projects for a range of international companies and in the private equity area.
What is your assessment of the regional and global need for salespeople?
Both the regional as well as the global need for salespeople will increase sharply in the next few years. One reason for that is that products are converging more and more from their substance and it is becoming increasingly important to have differences explained by an appropriately qualified salesperson and familiarise the customer with them - online, offline or by a combination of both.
In your opinion, what professional opportunities do I have as a graduate from this course of study at a company like Bain & Company and why would you hire me in particular?
The possibilities of being employed at Bain & Company are very good with a corresponding international qualification as offered here at ESCP. Of course we also attach great value to excellent marks and the personality of the candidate.
We are primarily interested in recruiting employees who are knowledgeable in sales, as there are more and more topics in our project and customer portfolio that need to be dealt with.
In your view, which professional opportunities do I have as a graduate of this course of study in the automotive industry?
I see great opportunities for graduates in the car industry as well for graduates of this course of study. As vehicles are becoming increasingly less differentiated and the objective criteria like quality and workmanship become more and more alike, it becomes increasingly important for these products to be appropriately positioned, actually marketed and provided with a relevant marketing message. In this respect, a combination of marketing and sales with the knowledge of the various channels that are now available is a real asset. The automotive sector therefore urgently needs well trained salespeople.
Jochen BÖRINGER, Partner at McKinsey & Company
Jochen Böringer is a partner at McKinsey & Company and has 15 years’ experience in commercial excellence topics, eight of which in consulting and seven in the industry. He is a leader in European marketing and sales activities in chemistry, energy, basic materials as well as oil and gas.
What do you think makes the course "International sales Management" at ESCP special and therefore desirable?
To me, the International Sales Management course is a good choice because it combines practical sales skills with a sound academic education. At the same time, the Master places emphasis on relationship skills and has a very strong international connection, which is important for the future in the field of sales.
What is your assessment of the regional and global need for salespeople?
The need for highly-qualified salespeople is increasing, from our point of view. At McKinsey we will be appointing even more marketing and sales experts in the coming year. But we also see many possibilities in industry. Also, the profile of a successful sales leader will be changing.
Routine tasks will become increasingly automated, and sales will become increasingly professionalised through the use of digital technologies and advanced analytics. Graduates with a focus on sales management should therefore have excellent career opportunities.
What professional opportunities do I have as a graduate from this course of study at your company and why would you hire me in particular?
At McKinsey, we focus our marketing and sales expertise in what we call Marketing & Sales Practice. Here we appoint applicants directly from the university. We are looking for people who have already gained relevant marketing and sales experience during their studies and internships. That also applies to graduates from this course of study.
Build your career
ESCP gives you the opportunity to leverage events, tools and guidelines to efficiently manage your Career process after the end of your Master.
The Careers Service
Prepare your Career Plan
The Careers Service supports you in preparing a well-structured Curriculum Vitae and Cover Letter in order to strongly increase your chances to have an impact on companies. In addition, it also provides you with a structured method and process to prepare a Career Plan, in order to build and start an efficient and effective job-seeking strategy.
Job Fairs and Recruitement Day
Of particular relevance are the Job Fairs and Recruitement Day organised by the ESCP Careers Service on each campus. Thanks to these huge events you have the opportunity to directly get in touch with HR and Line Managers of leading companies.
The Alumni Network
Once you have completed your Master, you have the opportunity to be part of the Alumni Network that updates ex-students about newest Internship and Job offers for the national and international business environment.
Master of Science (MSc) in SALES 4.0 | International Sales Management
Admissions
Requirements
- A Bachelor degree with a minimum of 180 ECTS from a state accredited institution of Higher Education i.e university
- A university background preferably in economics, social or natural science, or engineering
- *(Students from a non-business/economics background are required to participate in a preparatory course prior to the start of the programme. This course includes the fields Accounting, Marketing, Finance, Economics and Controlling)
- Fluency in English: Cambridge C1 certificate, TOEFL, TOEIC or IELTS scores, or English test on campus
- Work experience not required (if given, a maximum of 2 years is recommended)
For applicants from China, India, Vietnam, and Mongolia
Applicants who have obtained a degree from the aforementioned countries must have an APS (Akademische Prüfstelle) Certificate in order to be able to apply for a German study visa. Please be aware that the process can take several months.
The APS is a joint institution of the German Embassy and the German Academic Exchange Service (DAAD) that serves to verify the authenticity of educational degrees and certificates. Learn more here:
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Procedure
Step 1: Application form
Applications are made online. After creating your account, please choose "Master - Master of Sciences" in the "Admission" section.
Admission process
To apply for the SALES 4.0 - Master in International Sales Management programme, you must submit the following documents:
- Letter of motivation (half page)
- Photocopy of passport or identity card
- Your resume (curriculum vitae)
- Transcripts of records of all years of higher education (certified copies) and current weighted average mark and/or expected final grade
- Bachelor degree - if you hold it already - original or certified copy
Optional:
- The score on a standardized English language test, dated no later than 2 years ago
- GMAT score. In this case, applicants will be exempt from the online logic test (see below).
Step 2: Personal Interview
Online tests and personal interview
Candidates who have successfully passed the background evaluation will be invited to the online Admission Day. The Day consists of:
- Online deductive and numerical logic test. Here you will find more information and practice tests. On the Admisson Day, you will have to complete the Numerical Reasoning Test and the Deductive Reasoning Test (the Mobile-Enabled Interactive Versions for both).
- Individual interview
- English test (written, oral)
- Applicants whose first language is English or who provide the result of a standardized language test not older than two years are exempt (TOEFL written 600; TOEFL IBT 100; TOEFL computer based 250; IELTS 7)
Step 3: Confirmation
Candidates will be admitted on rolling basis.
Admission Calendar
The application period for the September 2024 intake has begun. Please apply here..
| Application Deadline |
Logic test (if applicable) |
Admission Test Day (with ESCP Berlin) |
|---|---|---|
| 27 Nov 2023 | 8 Dec 2023 | 11-12 Dec 2023 |
| 15 Jan 2024 | 29 Jan 2024 | 30-31 Jan & 1 Feb 2024 |
| 12 Feb 2024 | 26 Feb 2024 | 27-28 Feb 2024 |
| 11 Mar 2024 | 22 Mar 2024 | 25-27 Mar 2024 |
| 10 Apr 2024*** | 23 Apr 2024 | 24-25 Apr 2024 |
| 14 May 2024 | 27 May 2024 | 28-30 May 2024 |
| 10 Jun 2024 | 24 Jun 2024 | 25-26 Jun 2024 |
| 8 Jul 2024 | 19 Jul 2024 | 22-23 Jul 2024 |
***Due to the required time it takes to obtain a German study visa, the final application deadline for non-EU/EEA applicants is 10th April 2024. This final deadline does not apply If you come from one of the following countries (from which you do not need a visa to enter Germany for study purposes): Australia, Canada, Israel, Japan, South Korea, the UK, or USA
Master of Science (MSc) in SALES 4.0 | International Sales Management
Fees & Financials
Application Fees
The application fees are set at €130. Registration fees are non-refundable.
Tuition Fees
For those entering in September 2024, the fees for the two-year programme are as follows:
- Tuition fee: €14,670 per year
- Service fee: €1,000 per year
Apply by February 29, 2024 to receive an early bird tuition reduction of €2,934.
A non-refundable down-payment of €2,000 is due four weeks after admission. The remaining fees are due in four instalments on the following key dates:
- First instalment: September 1st 2024
- Second instalment: January 1st 2025
- Third instalment: June 1st 2025
- Fourth instalment: January 1st 2026
Master of Science (MSc)in SALES 4.0 | International Sales Management
Meet Us
Campus Visits
It's important to get a good feel for the right programme for you. If you live in or happen to be travelling to Berlin, we offer personalised visits to our Berlin Campus. Please reserve a time here or reach out to msc.internationalsales@escp.eu for more information.
Events
Online Fairs
On-site Fairs - Europe
On-site Fairs - America
On-site Fairs - Africa / Middle East
On-site Fairs - Asia
Campus Visits
It's important to get a good feel for the right programme for you. If you live in or happen to be travelling to Berlin, we offer personalised visits to our Berlin Campus. Please reserve a time here or reach out to msc.internationalsales@escp.eu for more information.