Opetussuunnitelmat

Objective

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.

JAMK and IB Competences:
4. Ethics-
You benchmark and demonstrate ethical and responsible conduct according to the well-established principles, norms and best practices laid down by relevant national and international bodies and organisations.
To achieve this competence, you will:
- understand and apply the well-established principles of responsible conduct in research, and problem solving,
- adhere to the principles of equity, equality, and non-discrimination,
- take responsibility for your own actions and their consequences and reflect on them in accordance with the relevant ethical principles, norms, and practices,
- develop realization of diversity and accessibility in your actions.

5. Operating in a workplace-
You promote and reflect upon personal and professional learning in order to enhance your career development.
To achieve this competence, you will:
- interact constructively in the work community and contribute towards its well-being,
- enhance your professional network to remain well-informed about key developments in your chosen field,
- enhance your entrepreneurial skills by taking initiative and leading projects to make a positive impact on your work community.
- utilize the opportunities offered by technology and digitalization in your work community.

IB competence:
7. Responsible international business management-
You develop your intellectual capabilities to seek conclusions and draw inferences in an international environment to become responsible manager. You develop creative and insightful solutions to solve complex business problems both in the present and the future with explicit emphasis on local and international standards of ethics, responsibility, and sustainability and implications on various stakeholders.
To achieve this competence, you will:
-study developments in your discipline in the international learning milieu and understand various aspects of responsible business management including global business trends and competitive landscape.
-derive and interpret new evidence and compare them with the existing body of knowledge in the global context to draw useful inferences,
- critically assess the implications of actions and decision of the international organisations.
-understand the impact of the of the actions and decisions on the community, in general, and specific stakeholders, in particular.
-understand core aspects of people management in the international business environment.

Content

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.

Qualifications

No prerequisites

Assessment criteria, satisfactory (1)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
The learning outcomes of individual courses are assessed in relation to the objectives of the course concerned. Assessment is based on knowledge, skills and competence in accordance with the National and European Qualifications Framework, level 6.

You will get a grade of ‘one' or 'two' if you are able to demonstrate a basic level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

Assessment criteria, good (3)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
The learning outcomes of individual courses are assessed in relation to the objectives of the course concerned. Assessment is based on knowledge, skills and competence in accordance with the National and European Qualifications Framework, level 6.

You will get a grade of ‘three' of 'four' if you are able to demonstrate a good level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

Assessment criteria, excellent (5)

Course assessment is based on quizzes:

How learning will be assessed:
The general criteria of the competences of the Bachelor's Degrees awarded by Finnish Universities of Applied Sciences.
The learning outcomes of individual courses are assessed in relation to the objectives of the course concerned. Assessment is based on knowledge, skills and competence in accordance with the National and European Qualifications Framework, level 6.

You will get a grade of ‘five’ if you are able to demonstrate an excellent level of evidence in the following competences:
Responsible international business management
Ethics
Operating in a workplace

Materials

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

Further information

To start the course enroll in Peppi and inform the lecturer in charge that you have done so by email to: piotr.krawczyk@jamk.fi
If you have any questions about the course content or technical problems, please, email: piotr.krawczyk@jamk.fi