Advanced Global Sales Management (5cr)

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.

ILO 1
Proactive Development
Develop solutions to current and future business challenges using knowledge, critical reasoning, and analytical skills.

ILO 3
Ethics
Benchmark and demonstrate ethical and responsible managerial behaviour in business decision-making.

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

No prerequisites

Assessment criteria, satisfactory (1)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
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.

You will get a grade of ‘one' or 'two' if you are able to demonstrate a basic level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

Assessment criteria, good (3)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
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.

You will get a grade of ‘three' of 'four' if you are able to demonstrate a good level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

Assessment criteria, excellent (5)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
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.

You will get a grade of ‘five’ if you are able to demonstrate an excellent level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

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

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