• Global Marketing and Sales (YH00BJ01-3008),
         12.02.2024 – 20.05.2024,  5 cr  (HKV24KDIBM, ...) — Face-to-face +-
    Learning outcomes of the course
    Global marketing and sales course has been designed to emphasize on the global perspectives of marketing and sales management. The course offers rigour and relevance on classical and contemporary global marketing and sales concepts. The core areas of the course actively address a balance between rigour and relevance. The rigour aspect involves up to date research and conceptual understanding, whereas the relevance aspect of the course is delivered through case studies, sales workshops and evaluating the marketing and sales strategy of a product/service. Students in a group will apply the theoretical knowledge by evaluating the marketing and sales strategy of a product or service. The strategy will be designed and discussed step by step in every class followed by two sales workshops. Sales workshops will be accompanied by sales professionals and class teacher.

    IBBUS: Applied Business Skills
    Apply disciplinary and interdisciplinary knowledge to analyze business challenges and global trends to propose or put into action practical business solutions based on the findings

    IBCOM: Communication Skills
    Communicate responsibly and effectively in English through oral, written and digital formats in academic and professional contexts

    IBCOL: Intercultural Collaboration Skills
    Demonstrate intercultural teamwork, leadership, and conflict resolution skills
    Course contents
    An introduction to global marketing and sales: Development and role of selling in marketing
    Understanding global motives
    Global marketing research
    Sales strategies
    Sales environment: Consumer and organization buying behaviours
    Strategic Element of Competitive Advantage
    Designing sales settings
    Global marketing theories
    The global marketing selection process
    Global marketing entry strategies
    Law and ethical issues
    Personnel selling: A workshop
    Internet and IT applications in selling and sales management:
    Global Promotion and Communication Strategies: A workshop
    Assessment criteria
    Assessment criteria - grade 1 and 2
    Sufficient (1):

    IBBUS: Applied Business Skills
    You show very low acumen in assessing the project requirement.
    IBCOM: Communication Skills
    You remain less motivated in initiating communication with the groups and class tutor.
    IBCOL: Intercultural Collaboration Skills
    You show less understanding of the group dynamics and cultural diversity resulting in raising concerns in your group


    Sufficient (2):

    IBBUS: Applied Business Skills
    You show understanding of project requirements but struggle to develop business insights.
    IBCOM: Communication Skills
    You participate in the class discussion and extend your limited contribution towards the group project.
    IBCOL: Intercultural Collaboration Skills
    You consider group dynamics and cultural diversity as essential elements. You do not participate in the team’s weekly meetings often
    Assessment criteria - grade 3 and 4
    Sufficient (3):

    IBBUS: Applied Business Skills
    You show understanding of project requirements and develop business insights.
    IBCOM: Communication Skills
    You remain motivated in engaging in communication with the groups and class tutor.
    IBCOL: Intercultural Collaboration Skills
    You consider group dynamics and cultural diversity as essential elements. You participate in the team’s weekly meetings

    Sufficient (4):

    IBBUS: Applied Business Skills
    You show a very good understanding of project requirements and develop critical business insights.
    IBCOM: Communication Skills
    You remain motivated in engaging in communication with the groups and class tutor. Your reflection in the learning diary is not limited to the class content, your understanding of process insights shows potential contribution.
    IBCOL: Intercultural Collaboration Skills
    You consider group dynamics and cultural diversity as essential elements. You participate in the team’s weekly meetings and take a lead when required
    Assessment criteria - grade 5
    Sufficient (5):

    IBBUS: Applied Business Skills
    You show an excellent understanding of project requirements and develop critical business insights.
    IBCOM: Communication Skills
    You remain motivated in engaging in communication with the groups and class tutor. Your reflection in the learning diary is not limited to the class content, your understanding of process insights shows potential contribution and discusses recent academic contributions.
    IBCOL: Intercultural Collaboration Skills
    You consider group dynamics and cultural diversity as essential elements. You participate in the team’s weekly meetings and you show key leadership skills by guiding and motivating your team towards the final stage of the project.
    Assessment criteria, passed/failed
    1 ECT = 27 hours of study, therefore, this course requires a total of 135 hours of studies in order to qualify with grade 5

    Group wise
    Project Report = 20
    Video Presentations =30

    Individual
    Reflection/Learning Diary =35
    Discussion Forum and active Class Participation =15

    Total: 100


    Below is mention grading schema;

    Grade 0 = 0-44 points = Fail
    Grade 1 = 45-54 points
    Grade 2 = 55-64 points
    Grade 3 = 65-74 points
    Grade 4 = 75-84 points
    Grade 5 = 85-100 points
    Language of instruction

    English

    Location and time

    The classes will take place every Monday from 15:15-1700. The location of the classes will be communicated at the beginning of the semester.

    Planned learning activities, teaching methods and guidance

    In class mode (attendance is compulsory)

    Global marketing and sales course is designed to implement experiential learning. Face to face interaction involves, including but not limited to, in-class lectures, case study discussions, in-class assignments, and sales workshops. Online mode includes online lectures, webinars with industry experts and academic podcasts.

    Learning materials and recommended literature

    Jobber, D., & Lancaster, G. (2019). Selling and sales management, 11th Edition. Pearson Education. ISBN: 9781292205069

    Hollensen. S (2017): Global Marketing: A Decision-Oriented Approach.7th edition. Pearson Education. ISBN: 9781292100111

    Green, M.C & Keegan, W. J. (2020). Global marketing management. 10th edition. Pearson Education. ISBN: 9780134899794

    Lecturer(s)

    Jay Panjwani

    Campus

    Main Campus

    Exam dates and re-exam possibilities

    The course will be evaluated on the basis of individual and group tasks mentioned below. All tasks are essential and must be returned, dates will be dually communicated in the first session. However, exceptions include in the extension for the submission of the required components on the basis of valid justification.

    Groupwise

    Project report
    Project presentations/project launching

    Individual
    Learning diary
    Discussion forum and active class participation

    Timing

    12.02.2024 - 20.05.2024

    Learning assignments and student workload

    1 ECT = 27 hours of study, therefore, this course requires a total of 135 hours of study in order to qualify with grade 5

    Groupwise
    Project Report = 35h
    Workshop report =10h
    Redesigning the sales strategy: video presentation =40h

    Individual
    Reflection/Learning Diary =35h
    Discussion Forum and active Class Participation =15h

    Total: 135h


    Below is mention grading schema;

    Grade 0 = 0-44 points = Fail
    Grade 1 = 45-54 points
    Grade 2 = 55-64 points
    Grade 3 = 65-74 points
    Grade 4 = 75-84 points
    Grade 5 = 85-100 points

    Enrollment

    20.11.2023 - 04.01.2024

    Content scheduling

    Below are the content of the course;

    An introduction to global marketing and sales: Development and role of selling in marketing
    Understanding global motives
    Global marketing research
    Sales strategies
    Sales environment: Consumer and organization buying behaviors
    Strategic Element of Competitive Advantage
    Designing sales settings
    Global marketing theories
    The global marketing selection process
    Global marketing entry strategies
    Law and ethical issues
    Personnel selling: A workshop
    Internet and IT applications in selling and sales management:
    Global Promotion and Communication Strategies: A workshop

    Groups
    • HKV24KDIBM
    • YBB24VKN
    • YBB24VK
    • HKV23SDIBM
    Alternative learning methods

    You have the right to apply for recognition of your studies if you have prior learning (e.g. university studies completed elsewhere) that can be accredited towards the degree you are currently completing.

    The recognition of prior learning is possible in three primary ways: accreditation (replacement or inclusion), recognition of informal learning and specification. More precise info: JAMK Degree Regulations, section 17.

    Seats

    0 - 40

    Assessment methods

    Diploma in IBM groups: HKV24KDIBM, HKV23SDIBM
    Exchange YBB24VK: 5 places
    EM Normandie YBB24VKN: 8 places

    Degree Programme

    Diploma in International Business Management

    Mode of delivery

    Face-to-face

    Credits
    • 5 cr
    Unit

    School of Business