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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

THIS COURSE IS 100% ONLINE.

Please, read the following instructions BEFORE you start the course:
This is a continuous online implementation, which means that there are no deadlines, no reminders, and no announcements. You are entirely responsible to plan and track your progress while taking this course.
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
In order to pass the course, it is compulsory to complete all the activities (chapter quizzes, video quizzes, and the final exam).
The minimum final grade to pass the course and get the credits is 1 (the final grade is composed of the total amount of points collected from all the chapter quizzes, video quizzes, and the final exam). If your final grade is 0, you have not passed the course.
Once you have completed all the chapter quizzes, video quizzes, and the final exam please send me (piotr.krawczyk@jamk.fi) an email stating that the course is done and you would like your credits and the final course grade to be transferred to Peppi. Before you do so please make sure to double check that you completed all the chapter quizzes, video quizzes, and the final exam.

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