Sales Management and Sales Psychology, Master of Arts

Who is the part-time Master's degree programme in Sales Management and Sales Psychology suitable for?

The part-time Master's degree programme in Sales Management and Sales Psychology at CBS University of Applied Sciences is aimed at professionals who have already gained initial experience in the business environment and wish to specifically prepare for leadership positions in sales. It is particularly targeted at graduates of business-related degree programmes (e.g. Business Administration, Marketing, Business Psychology) who want to expand their professional expertise with psychological competencies in sales. The programme is also suitable for individuals who work independently, analytically, and communicatively and who already have professional insights in the fields of Sales, Marketing, or Business Development. Those who find the interface between entrepreneurship, customer relationships and psychology exciting and demonstrate a willingness to innovate as well as interdisciplinary interest also belong to the target group.

What admission requirements apply to the Master's degree in Sales Management and Sales Psychology?

• First university degree: A completed undergraduate degree is required, usually a Bachelor's degree with a business-related focus.
• Applicants from unrelated fields: Graduates with a degree from an unrelated subject area can also be admitted under certain conditions, provided they demonstrate relevant business administration knowledge (usually through relevant professional experience or additional qualifications).
• No Numerus Clausus (NC): There is no fixed grade restriction or waiting period. Selection is made through a personal assessment interview, in which individual strengths and potential are the focus.
• Part-time study format: The study model does not necessarily require parallel employment, but is especially designed for people in employment or practical phases.
• German language skills: Since the programme is taught in German, very good knowledge of German is required.

Applications are made conveniently via a digital process. In addition to proof of university degree (or a current certificate), participation in the selection procedure (assessment interview or applicant interview) is also required.

Personal requirements:

• Strong interest in sales topics, customer psychology and practice-oriented questions.
• Willingness to organise studies independently alongside work.
• Communicative strength, ability to work in a team as well as analytical and solution-oriented thinking.
• Openness to innovative digital business models and interdisciplinary work.
• Basic understanding of business contexts (especially for unrelated Bachelor's degrees, willingness to catch up on the relevant basics is required).

What awaits you in the Master's in Sales Management and Sales Psychology?

The part-time Master's programme in Sales Management and Sales Psychology at CBS University of Applied Sciences provides you with comprehensive knowledge at the intersection of business and psychology. The aim is to prepare you optimally for leadership positions in sales and to equip you with the skills to develop and implement sales strategies in a well-founded manner.

• Degree: Master of Arts
• Duration: 5 semesters (part-time)
• Language: German
• ECTS: 120
• Location: Cologne

Course Content in Detail

In the programme, you combine business fundamentals with psychological expertise and practice-oriented modules. The content is specifically designed so that you can apply it directly in your everyday working life.

• Basic Business Modules:
  • Fundamentals of Economics
  • Digital Management
  • Innovation Management
  • Corporate Social Responsibility
  • Value-Oriented Leadership & Employee Relationship Management
• Psychological Focus Areas:
  • Fundamentals of Psychology
  • Psychological Action Competence
  • Sales Psychological Research
  • Advertising Psychology, Communication & Sales Management
  • Personality Psychology & Customer Typologies
  • Deception in Everyday Life & Business: Offender Psychology
  • Market Research & Marketing Psychology
• Sales and Practice:
  • Fundamentals of Sales & Sales Control
  • Complaint Management & After-Sales Services
  • Law & Compliance in Marketing & Sales
  • International Marketing & International Sales
  • Sales Training
  • Key Account Management
  • Consulting Elements in Sales & Sales Negotiations
  • Personnel Selection & Development in Sales
  • Health Management for Sales Representatives
  • Transfer and Practical Projects, Business Project
• Transversal Skills:
  • Team and Self-Management
  • Foreign Language Training / Business Skills Training
  • Practice Reflection
  • Leadership Behaviour
  • Digital Start-Up Management – Innovation Lab
• Final Phase:
  • Preparation for Master’s Thesis
  • Master’s Thesis

How does the programme run?

The Master's programme is specially designed for working professionals and takes place over five semesters. The classes are held part-time so that you can optimally combine studying and your job. The focus is on a direct link between theory and practice, for example through real company projects and practical case studies.

• Small learning groups guarantee personalised and intensive support.
• Experienced lecturers impart applicable knowledge.
• Business projects and practical projects offer you the opportunity to work on real challenges and directly establish contacts with companies.
• In the Innovation Lab, you develop digital business ideas and analyse modern business models.
• Part-time organisation allows you to integrate your studies flexibly into your working life.

Career prospects & employment opportunities

With a Master’s in Sales Management and Sales Psychology, you will open up a variety of career paths both nationally and internationally in the sales departments of companies from various industries. The degree particularly qualifies you for demanding positions in sales, marketing, and business development.

• Sales Performance Manager: Optimisation of sales processes, analysis of sales data, development of sales strategies.
• Key Account Manager: Management and development of major clients, building long-term customer relationships, revenue responsibility.
• Sales Psychologist: Analysis of customer behaviour, development and implementation of psychologically based sales techniques.
• Business Development Manager: Identification of new business opportunities, development of market entry strategies and sales concepts for sustainable growth.
• Further opportunities arise, among others, in consulting, marketing, personnel development in sales – including internationally.

Location

The Master’s programme in Sales Management and Sales Psychology is offered at the Cologne Campus of CBS University of Applied Sciences. The location in Cologne offers a modern and connected learning environment with direct access to numerous corporate partners and an active student community. Thanks to the digital orientation of the university, you also benefit from flexible study and working options.

Costs and financing

• Monthly tuition fees: 535 €
• Per semester: 3,210 €
• Total costs: 19,260 € for the complete programme

Financing the course can be arranged individually. In the case of a part-time programme, it is possible that your employer covers part of the costs, especially if the course is directly related to your job. Furthermore, various funding options (e.g. scholarships, education funds) are available to you. CBS University supports you in finding suitable financing options.