13.02.2023 - 26.05.2023
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
2. Additional study/support material relating to the track/theme
3. Individual assignments
4. Group work and presentations
5. Business life visitor/s (to be confirmed)
The support during the course will be available in the following way:
1. Introduction to each track/theme
2. Support and feedback for group work and individual assignments
3. Peer reviews of the group work
Jobber, D., Lancaster, G., Le Meunier-Fitzhugh K., 2019. Selling and Sales Management, Pearson. Cates, M., 2015. 7 Steps to Success for Sales Managers. Boger. Johnston, M., Marshall, G., 2013. Sales Force Management, Routledge. Tanner, J., Honeycutt, E., Erffmeyer, R., 2014. Sales Management; Shaping Future Sales Leaders, Pearson.
Online exam will be held on the last lecture day of the course, it is anyhow possible to execute (during the exam day) in any location.
Course book for the exam is Jobber, D., Lancaster, G., Le Meunier-Fitzhugh K., 2019. Selling and Sales Management, Pearson. Tenth edition (2015) is also applicaple for the exam. (better availability)
Lectures 35 hours, (incl. exam, exl. holidays) group work 50 hours and independent study 50 hours, total 135 h.
Compulsory lectures are the first lecture and the group presentation lecture. (lecture before the final exam)
06.02.2023 - 12.02.2023
Themes/tracks in the course are;
Track I: Sales & Marketing integration & evolution
Track II: Global Sales processes - operational sales
Track III: Global Sales processes - sales management and support
Track IV: Digital Sales
Track V: Role of Culture in Global Sales
0 - 50
Course will be evaluated by the group work (50%) and the exam (50%).
Bachelor's Degree Programme in International Business
School of Business