Complex Sales (online) (5 cr)
Code: HBIB0007-3006
General information
Enrollment
07.02.2022 - 28.02.2022
Timing
14.02.2022 - 27.05.2022
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
School of Business
Teaching languages
- English
Seats
0 - 50
Degree programmes
- Bachelor's Degree Programme in International Business
Teachers
- Piotr Krawczyk
Groups
-
HBI19S1Degree Programme in International Business
-
HBI20S1Bachelor's Degree Programme in International Business
-
HBI22VKBachelor's Degree Programme in International Business, vaihto-opiskelu/Exchange studies
-
ZJA22KHAvoin AMK, lita
Objective
Student is aware and understands international aspects of selling and sales management. Student will also acquire basic understanding on how to deal with the specifics of sales strategies, key account management, sales forecasting and budgeting, and the role of selling in marketing.
IBCRI Skills in Critical and Analytical Understanding
Critically review, analyze and understand information available from academic and professional business sources in the context of Global Sales Management
IBETH Ethical Conduct
Embrace ethical conduct in practice and decision-making in the context of Global Sales Management.
Content
The core parts of the course include - Strategic planning in sales, Sales leadership, Analysing customers and markets, Designing and developing the sales force, Sales process management, Sales measurement, analysis, and knowledge management.
Location and time
PLEASE NOTE THAT THIS COURSE IS EXCLUSIVELY SUITED TO ONLINE DELIVERY. ALL TEACHING WILL BE CONDUCTED ONLINE. THE PROSPECTIVE STUDENTS WILL ONLY NEED TO BE PRESENT IN AN INTRODUCTORY WEBINAR HELD AND RECORDED THROUGH ZOOM. PLEASE, WAIT FOR THE INSTRUCTOR TO CONTACT YOU WITH ADDITIONAL INFORMATION.
The detail and up-to-date information are available in the Moodle course workspace.
Materials
Title: Sales Management: International Edition
Authors: Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer
Publisher: Pearson Higher Education
Copyright: 2009
Published: 02 Dec 2008 for wider reading Title: Selling and Sales Management, 8/E
Authors: David Jobber,Geoffrey Lancaster
Publisher: Financial Times Press
Copyright: 2009
Published: 02 Apr 2009
Teaching methods
Video recorded lectures, video assignments, cases, quizzes, and an exam.
Employer connections
no connections
Exam schedules
The detail and up-to-date information are available in the Moodle course workspace.
International connections
Jamk students can take the course online while abroad, and the course is also available for exchange students and students of selected partner institutions (Eg. EM Normandie and ICD Paris)
Completion alternatives
100% online teaching
The detail and up-to-date information are available in the Moodle course workspace.
No alternative completion methods other than available through the Moodle course workspace.
Student workload
100% Virtual: study 70 h, assignments 40 h, independent study 25 h.
Content scheduling
The detail and up-to-date information are available in the Moodle course workspace.
Weekly lectures and assignments.
Fall semester: the course ends the latest in the third week of December.
Spring semester: the course ends the latest at the end of May.
More details to be announced during the course
Further information
The detail and up-to-date information are available in the Moodle course workspace.
Exchange students: 20 places (included in the total capacity)
Evaluation scale
0-5
Assessment criteria, satisfactory (1)
Sufficient (1) -
Critical and Analytical Understanding Skills - You show some ability to analyze and evaluate academic and business information relevant to Global Sales Management
Communications Skills -You are able to transmit to a limited extent your and your team’s ideas and findings in English in relation to Global Sales Management.
Ethical skills - You are able to identify and assess some very basic ethical issues and discuss superficially their meaningful applications in the context of Global Sales Management
Satisfactory (2)-
Critical and Analytical Understanding - You show basic ability to analyze and evaluate academic and business information relevant for Global Sales Management
Communications Skills - You are able to get your main message through when presenting your ideas in English but improvement would be needed.
Ethical skills - You are able to identify and assess some ethical issues for Global Sales Management and discuss possible implications.
Assessment criteria, good (3)
Good (3) -
Critical and Analytical Understanding Skills - You show ability to analyse and evaluate academic and business information relevant to Global Sales Management
Communications Skills - You are able to transmit in a clear manner your ideas and findings in English in relation to Global Sales Management.
Ethical skills - You are able to identify and assess deeply and widely ethical issues and discuss superficially their meaningful applications in the context of Global Sales Management
Very Good (4) -
Critical and Analytical Understanding - You show very good ability to analyze and evaluate academic and business information relevant for Global Sales Management.
Communications Skills - You are able to get your main message through when presenting your ideas and findings in a very good manner in English.
Ethical skills - You are able to identify and assess in a very good width and depth the ethical issues for Global Sales Management and discuss possible implications.
Assessment criteria, excellent (5)
Excellent (5) -
Critical and Analytical Understanding - You show excellent ability to analyze and evaluate academic and business information relevant for Global Sales Management.
Communications Skills - You are able to get your main message through when presenting your ideas and findings in a convincing manner in English.
Ethical skills - You are able to identify and assess very deeply and widely ethical issues for Global Sales Management and discuss possible implications.
Qualifications
No prerequisites
Further information
To start the course enroll in Peppi and inform the lecturer in charge that you have done so by email to: piotr.krawczyk@jamk.fi
If you have any questions about the course content or technical problems, please, email: piotr.krawczyk@jamk.fi