@incollection{DoehringKrausseSchneiderStoermann2018, author = {D{\"o}hring, Thorsten and Krauße, Sylvana and Schneider-St{\"o}rmann, Ludger}, title = {Der Studiengang Internationales Technisches Vertriebsmanagement an der Hochschule Aschaffenburg - Ausbildung von Vertriebsingenieuren f{\"u}r einen globalen Markt}, series = {Internationalisierung der Curricula in den MINT-F{\"a}chern}, booktitle = {Internationalisierung der Curricula in den MINT-F{\"a}chern}, publisher = {wbv Media}, address = {Bielefeld}, doi = {10.3278/6004649w}, pages = {161 -- 170}, year = {2018}, abstract = {Die Wettbewerbsf{\"a}higkeit der Exportnation Deutschland erfordert hervorragend ausgebildete Vertriebsingenieure. Dieses Ausbildungsziel verfolgt der Studiengang „Internationales Technisches Vertriebsmanagement" an der Hochschule Aschaffenburg. Als Besonderheit komplettiert ein f{\"u}r alle Studierende verpflichtender Auslandsaufenthalt die international ausgerichtete Ausbildung. Neben Lehrveranstaltungen in englischer Sprache gibt es eine internationale Projektwoche als Maßnahme zur "Internationalisation at Home". Der Studiengang ist {\"u}ber die „Academic Association of Sales Engineering" international vernetzt.}, language = {de} } @article{KrausseSchneiderStoermannDoehring2019, author = {Krauße, Sylvana and Schneider-St{\"o}rmann, Ludger and D{\"o}hring, Thorsten}, title = {ITV- international studieren in Aschaffenburg}, series = {Die Neue Hochschule}, volume = {2019}, journal = {Die Neue Hochschule}, number = {6}, pages = {16 -- 19}, year = {2019}, abstract = {Die Wettbewerbsf{\"a}higkeit der Exportnation Deutschland erfordert hervorragend ausgebildete Vertriebsingenieurinnen und -ingenieure. Dieses Ausbildungsziel verfolgt der Studiengang „Internationales Technisches Vertriebsmanagement" an der Technischen Hochschule Aschaffenburg.}, subject = {Vertriebsingenieur}, language = {de} } @book{SchneiderStoermann2015, author = {Schneider-St{\"o}rmann, Ludger}, title = {Technische Produkte verkaufen mit System}, publisher = {Hanser}, address = {M{\"u}nchen}, isbn = {978-3-446-44414-0}, pages = {344}, year = {2015}, abstract = {Der unentbehrliche Leitfaden f{\"u}r den Technischen Vertrieb Hochpreisige technische Produkte zu verkaufen erfordert besonderes Wissen. Sie m{\"u}ssen dem Kunden genau das anbieten, was er haben will und was er braucht. Der Preis darf nicht zu hoch sein, die Lieferzeit nicht zu lange. Auf der anderen Seite muss es f{\"u}r Sie ein gutes Gesch{\"a}ft sein. So etwas funktioniert nur, wenn man die rein vertriebliche Sicht durch eine ingenieurtechnische Perspektive erg{\"a}nzt. In diesem Buch erfahren Sie: - was ein(e) Vertriebsingenieur(in) k{\"o}nnen muss - wie Zielkonflikte strategisch und taktisch gel{\"o}st werden k{\"o}nnen - wie Verhandlungsprozesse durch neue Medien und Technologien ver{\"a}ndert werden - wie entscheidend die Systemtheorie der Technik f{\"u}r Ihren Erfolg im Technischen Vertrieb ist und - wie Sie erprobte Methoden effizient kombinieren und einsetzen, sei es QFD oder das Kano-Modell. Dieses Buch unterst{\"u}tzt Sie darin, systematisch die technischen Produktmerkmale herauszuarbeiten, die Ihre Kunden begeistern und Bereitschaft wecken, f{\"u}r diesen Mehrwert auch einen h{\"o}heren Preis zu akzeptieren.}, subject = {Business-to-Business-Marketing}, language = {de} } @article{SchneiderStoermann2015, author = {Schneider-St{\"o}rmann, Ludger}, title = {Strukturelle Analyse von Verhandlungssituationen}, series = {Performance of Sales Engineers}, volume = {1}, journal = {Performance of Sales Engineers}, number = {1}, editor = {G{\"o}rne, Jobst}, pages = {1 -- 4}, year = {2015}, abstract = {Verhandlungssituationen beziehen stets mehr Organisationen, Gruppen und Individuen ein, als nur diejenigen Partner, die schließlich in der Verhandlung einander gegen{\"u}ber sitzen. Im Technischen Vertrieb hilft die strukturelle Analyse der Verhandlungssituation, Klarheit {\"u}ber Zahl und Ziele dieser sichtbaren und unsichtbaren Teilnehmer zu gewinnen. Die Beziehungen der einzelnen Individuen zueinander k{\"o}nnen einfach visualisiert werden. Zus{\"a}tzlich eignet sich diese Methode, bestehende aber auch potenzielle Konflikte zu identifizieren und ihren Ursachen bzw. Quellen zuzuordnen. Eine Vorbereitung auf diese Konflikte ist somit m{\"o}glich und l{\"a}sst diese in der Verhandlung durch dediziertes Konfliktmanagement schon in deren Entstehung entsprechend behandeln. Die Zielsetzung der Verhandlung, also die Einigung mit dem gr{\"o}ßten Nutzen f{\"u}r beide Verhandlungspartner, wird durch Anwendung der strukturellen Analyse der Verhandlungssituation zielgerichtet und konfliktarm m{\"o}glich.}, subject = {Business-to-Business-Marketing}, language = {de} } @inproceedings{SchneiderStoermannRoehrJaskarietal.2019, author = {Schneider-St{\"o}rmann, Ludger and R{\"o}hr, Thomas and Jaskari, Rauni and Holopainen, Timo and Reunanen, Tero}, title = {Enhanced Higher Education - Industry Cooperation Improving Work Capabilities of Sales Engineering Graduates}, series = {Advances in Human Factors, Business Management and Leadership Proceedings of the AHFE 2019 International Conference on Human Factors, Business Management and Society, and the AHFE International Conference on Human Factors in Management and Leadership, July 24-28, 2019, Washington D.C., USA}, volume = {2020}, booktitle = {Advances in Human Factors, Business Management and Leadership Proceedings of the AHFE 2019 International Conference on Human Factors, Business Management and Society, and the AHFE International Conference on Human Factors in Management and Leadership, July 24-28, 2019, Washington D.C., USA}, number = {961}, editor = {Kantola, Jussi Ilari and Nazir, Salman}, pages = {3 -- 13}, year = {2019}, abstract = {Sales engineers (SE) sell technical products and services to companies, and their results are crucial for their employers. They need technical knowledge and commercial competencies, but also management and soft skills, all fundamental for SE to be highly performant in their job. Students cannot learn this variety neither at university nor in industry alone. Instead, cooperation is required. Whereas academic-industrial cooperation for research or specific study programs is discussed in literature, this is not yet the case for enhanced industrial involvement in students' education. The authors present two case studies of industrial implication in students' education in Germany and France as benchmark and basis for a new approach of academic-industrial cooperation in education in Finland. This cooperation is developed in the frame of the project 'RADICAL - Filling Skills Gaps in Blue Industry by Radical Competence Boost in Engineering VET', co-funded by the Erasmus+ program of the European Union.}, subject = {Vertriebsingenieur}, language = {en} } @inproceedings{SchneiderStoermannJaskariHolopainenetal.2019, author = {Schneider-St{\"o}rmann, Ludger and Jaskari, Rauni and Holopainen, Timo and Reunanen, Tero and R{\"o}hr, Thomas}, title = {ENGINE Model - Changing Higher Education with Industry Cooperation}, series = {Advances in Human Factors, Business Management and Leadership : Proceedings of the AHFE 2019 International Conference on Human Factors, Business Management and Society, and the AHFE International Conference on Human Factors in Management and Leadership, July 24-28, 2019, Washington D.C., USA}, volume = {2020}, booktitle = {Advances in Human Factors, Business Management and Leadership : Proceedings of the AHFE 2019 International Conference on Human Factors, Business Management and Society, and the AHFE International Conference on Human Factors in Management and Leadership, July 24-28, 2019, Washington D.C., USA}, number = {961}, editor = {Kantola, Jussi Ilari and Nazir, Salman}, pages = {1 -- 12}, year = {2019}, abstract = {The rapidly growing maritime industry of Southwestern Finland is suffering from lack of engineers. Industrial Management Engineers including Sales Engineers have technical knowledge and commercial competencies as well as management and soft skills, which are all fundamental for the maritime sector. However, it takes rather long time before a graduated engineer will be a productive worker for the company. A solution to getting the students faster operational into the companies is to deepen cooperation between higher education and industry during the studies and increase workplace based learning following the examples available in e.g. Germany and France. The authors present a new approach of academicindustrial cooperation in education in Finland which is developed in the frame of the project 'RADICAL - Filling Skills Gaps in Blue Industry by Radical Competence Boost in Engineering VET (VET: Vocational Education and Training)', co-funded by the Erasmus + program of the European Union.}, subject = {Vertriebsingenieur}, language = {en} } @article{SchneiderStoermann2018, author = {Schneider-St{\"o}rmann, Ludger}, title = {Why the Analysis of the Buying Centre Isn't Enough}, series = {Journal of Excellence in Sales}, volume = {3}, journal = {Journal of Excellence in Sales}, number = {1}, editor = {Jokiniemi, Sini}, pages = {13 -- 16}, year = {2018}, abstract = {Today, buying and selling in B2B needs improved methods. A classical approach is to analyse the so called "Buying Centre". This article shows an improved, more comprehensive approach to be better prepared ahead of a negotiation. This is seen from the sales engineer's viewpoint and should be a helpful tool for anyone involved in sales. In the first paragraph, this article briefly describes the sales/buying process, showing what is happening in the supplying company. Part of the preparation of a sales person is to identify the player in the buying centre. The meaning of these players is described in Section 2. Section 3 of this article focuses on the lack of information if only the buying centre is analysed and gives examples. The 4th section shows the method of improved analysis of negotiation preparation.}, subject = {Business-to-Business-Marketing}, language = {en} } @incollection{SchneiderStoermann2017, author = {Schneider-St{\"o}rmann, Ludger}, title = {Voraussetzung f{\"u}r die Implementierung von Smart Services im IoT}, series = {Smart Services und Internet der Dinge}, booktitle = {Smart Services und Internet der Dinge}, publisher = {Hanser}, address = {M{\"u}nchen}, pages = {91 -- 105}, year = {2017}, subject = {Business-to-Business-Marketing}, language = {de} } @inproceedings{SchneiderStoermann1998, author = {Schneider-St{\"o}rmann, Ludger}, title = {D{\"u}nnschicht-Technologie: Verfahren und Qualit{\"a}tskontrolle von integrierten keramischen Kondensatoren}, series = {Werkstoffwoche '98 Symposium 12 Mikrotechnik}, booktitle = {Werkstoffwoche '98 Symposium 12 Mikrotechnik}, editor = {Kempter, Karl and Haußelt, J{\"u}rgen}, publisher = {Wiley-VCH}, address = {Weinheim}, pages = {249 -- 254}, year = {1998}, subject = {D{\"u}nnschichttechnik}, language = {de} }