Opetussuunnitelmat

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. KU1: Able to employ theoretical and conceptual knowledge to identify and analyze business problems in global contexts.

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.

Qualifications

First Year Studies or Basic business studies.

Assessment criteria, satisfactory (1)

The general criteria of the competences that the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences provide can be found on JAMK's web pages (http://www.jamk.fi/english/forstudents/studyguide). The learning outcomes of individual courses are assessed in relation to the objectives of the course concerned. Assessment is based on knowledge, skills and competence in accordance with the National and European Qualifications Framework, level 6.
- Excellent (5) - The student shows exceptional theoretical knowledge of fundamentals of the subject. The student demonstrates the ability to apply the knowledge to assignments and presentations with excellent written and oral communications skills
- Very Good (4) - The student shows good knowledge of the subject fundamentals and concepts and is able to communicate these in an effective way
- Good (3) The students knowledge covers major parts of concepts and theories related to the subject. The student´s ability to apply the knowledge to assignments shows need for improvement, as well as there is room for improvement in oral and written communication
- Satisfactory (2)- The students knowledge covers restricted part of concepts and theories related to the subject and has deficiencies in showing the ability to apply them in assignments. Communication skills need improvement.
- Sufficient(1) - The student shows only a sufficient understanding of the subject and of relevant theories and methods and fails to show a convincing ability to apply the knowledge to real life situation nor to communicate the concepts in an effective manner.
Here is the class grade-map.
Grade Minimum%
5 85
4 75
3 65
2 55
1 45
0 0