Complex Sales (online) (HBIB0007)

Complex Sales (online), 5 cr - HBIB0007

Complex Sales (online) (HBIB0007-3010), 28.08.2023 – 20.05.2024,
5 cr (HBI23VS, ...) — Online learning + -
Language of instruction

English

Timing

28.08.2023 - 20.05.2024

Lecturer(s)

Piotr Krawczyk

Planned learning activities, teaching methods and guidance

Video recorded lectures, video assignments, cases, quizzes, and an exam.

Learning materials and recommended literature

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

Working life cooperation

no connections

Exam dates and re-exam possibilities

The detail and up-to-date information are available in the Moodle course workspace.

Internationality

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)

Learning assignments and 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
Groups
- HBI23VS
- HBI21S1
- ZJA23SH
- ZJA24KH
- HBI22S1
Alternative learning methods

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.

Seats

0 - 50

Assessment methods

The detail and up-to-date information are available in the Moodle course workspace.

Exchange students: 20 places (included in the total capacity)

Degree Programme

Bachelor's Degree Programme in International Business

Mode of delivery

Online learning

Share of R&D studies

0.00 cr

Share of virtual studies

5.00 cr

Unit

School of Business

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.

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.

100% online teaching

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

No prerequisites

0-5

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.

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.

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.

Complex Sales (online), 5 cr - HBIB0007

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