100% on campus contact course.
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.
Exam will be held on the last lession. 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)
12.02.2024 - 20.05.2024
Lectures 35 hours (incl. exam, exl. holidays) Group work 50 hours and independent study 50 hours, total 135 h.
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
Further information for students (write at least assessment methods)
20 - 40
Exchange and other Study Abroad students: 20 (included in the total capacity)
Bachelor's Degree Programme in International Business
School of Business