Opetussuunnitelmat

Objective

Object of the course
Purpose of the course is to identify the key concepts, theories and processes both in operational sales and in sales management.

Course Competences
Internationalisation and communications competence
Learning and information management competence

Aim of the course
Upon completion of the course you are able to recognize the changing needs of the customers, analyze the challenges and new trends in business environment and utilize the information in developing, implementing and monitoring the success of sales processes. You understand the significance and role of personal selling, sales support activities and sales steering processes.

Content

Sales, support and steering processes
Selling techniques and tools
Key account management
Social selling
Sales capabilities in the future
Smarketing
International/global sales, role of culture

Location and time

Studying 100% online.

Oppimateriaali ja suositeltava kirjallisuus

Jobber, D. and Lancaster, G. 2015. (10th Edition) Selling and Sales Management, Pearson. Other material will be supported by the lecturer.

Teaching methods

Flipped learning: The course is divided into learning tracks/themes. Each track contains the following steps supporting students learning process.
1. Expertise lecture relating to each track/theme available
2. Additional study/support material relating to the track/theme
3. Individual assignments
4. Webinars; individual assignment reviews and discussions
5. Both expertise lectures and webinars will be recorded for students further usage

The support during the course will be available in the following way:
1. Introduction to each track/theme
2. Support for individual assignments
3. Written feedback of each individual assignment
4. Peer review as a part of webinars (for example videos and blogs)
5. Individual review at the end of the course in a written form

Employer connections

Business life lectures based on themes/tracks. (to be confirmed)

Exam schedules

No exam, the course grade is based on individual assignments.

Vaihtoehtoiset suoritustavat

Recognition of Prior Learning and experience
More information from the lecturer and JAMK Study Guide

Student workload

Pre-studies for each track/theme by extra literature 5*2h =10h
Expertise lectures 5*2h=10h
Visiting lectures (business life visitors, to be confirmed) 5*1h=5h
Individual assignments 90h
Interactive webinars (incl. individual assignments reviews and discussions) 10*2 h = 20h

Content scheduling

The course is based on pre-studies, expertise lectures, individual assignments, visiting lecturers (to be confirmed) and interactive webinars.

Further information

Course grade will be formed by:
Individual assignments
Students individual review of the assignments
Peer reviews of the individual assignments (videos and blogs)

Evaluation scale

0-5

Arviointikriteerit, tyydyttävä (1-2)

Adequate 1
You understand the main concepts, theories and methods of marketing and you are able to describe the implementation with them. You address the topic from different points of view. You interpret the results and present development suggestions. You work in different problem solving situations independently and according to given instructions. You recognise your interaction skills and you are able work in a goal-oriented way in groups. You disclose and rationalise your perspectives. You take responsibility for your work. You can evaluate and recognise the objects of improvement in your own expertise in relation to marketing. Your reporting is illustrative but contains some illogicalities and shortcomings. Your text is unstructured and there repeatedly occur some language and style errors. There are some deficits complying with JAMK reporting instructions.

Satisfactory 2
You understand the main concepts, theories and methods of marketing and you are able to implement these in the rationalisation of your conclusions. You can present applicable solutions based on the results. You have the practical skills to survive known situations. You can co-operate responsibly in problem-solving situations. You can adapt and develop your interaction skills to different situations. You take responsibility for your peers work. You can evaluate and recognise the objects of improvement in your own expertise in relation to marketing. Your reporting is logical and illustrative but has some shortcomings. Your text is unstructured and there repeatedly occur some language and style errors. There are some deficits complying JAMK reporting instructions.

Arviointikriteerit, hyvä (3-4)

Good 3
You can analyse and categorise the main concepts and theories of sales processes in your conclusions. You can combine different knowledge, skills and methods in problem solving situations. You can analyse and compare results and present an applicable solution based on them. You manage the practical skills you need to work independently. You show skills of solving problems related to this line of business. You can organise and take responsibility for your group’s work. You can argument your points of view in interaction. You can analyse and reason your expertise and improvement points in sales processes. Your reporting is coherent, justifiable and illustrative. Your text is structured and there occurs occasional language and style errors. You follow JAMK reporting instructions.

Very good 4
You can evaluate, analyse and utilise the main concepts and theories of sales processes in your conclusions. You can evaluate and explain the results and the process leading to them based on the set objectives. You show the ability to differentiate the relevant aspects and make a justifiable decision in multifunctional problems within this line of business. You can present applicable conclusions and development suggestions. You possess practical skills in which you apply the knowledge. You can organise the work of the community and take responsibility for the group tasks and problem solving. You are able to have reciprocal discussion aiming at overall understanding and strengthening co-operation between the participants. You take responsibility for the development of the group and the individuals in it. You can analyse your expertise in different sectors reflectively and show your improvement in regards to sales processes. Your reporting is logical, analytical and professional. Your text is structured, fluent and mainly error-free. You follow JAMK reporting instructions.

Assessment criteria, excellent (5)

Excellent 5
You can critically evaluate and utilise the main theories, concepts, research, methods and principles of sales processes in your solutions. You can define and interpret the central concepts and theories in this line of business based on accurate knowledge and research publications. You can produce new points of view and make generalisations. You evaluate, analyse and compare the process, results and recommendations in relation to set objectives and criteria. You possess the practical skills to develop the operations. You lead in a goal-oriented way, by taking responsibility for the projects and tasks in complicated problem solving situations. You work in co-operation and produce new and creative solutions by anticipating changes in the operating environment. You take responsibility for the development of the group and the individuals in it. You are able to have reciprocal discussion aiming at overall understanding and strengthening co-operation between the participants. You reflect and develop your expertise in sales processes critically, comprehensively and diversely. Your report cogently, presenting a logical and clear entity. You show critical thinking and your text is argumentative, insightful and almost error-free. You follow JAMK reporting instructions.

Qualifications

Student knows the basics of marketing.