Complex Sales (online) (5cr)

Evaluation scale

0-5

Content scheduling

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

Objective

ILO 1
Proactive Development
Develop solutions to current and future business challenges using knowledge, critical reasoning, and analytical skills.

ILO 3
Ethics
Benchmark and demonstrate ethical and responsible managerial behavior in business decision-making.

Execution methods

100% online

THIS COURSE IS 100% ONLINE.

Please, read the following instructions BEFORE you start the course:
This is a continuous online implementation, which means that there are no deadlines, no reminders, and no announcements. You are entirely responsible to plan and track your progress while taking this course.
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
In order to pass the course, it is compulsory to complete all the activities (chapter quizzes, video quizzes, and the final exam).
The minimum final grade to pass the course and get the credits is 1 (the final grade is composed of the total amount of points collected from all the chapter quizzes, video quizzes, and the final exam). If your final grade is 0, you have not passed the course.
Once you have completed all the chapter quizzes, video quizzes, and the final exam please send me (piotr.krawczyk@jamk.fi) an email stating that the course is done and you would like your credits and the final course grade to be transferred to Peppi. Before you do so please make sure to double check that you completed all the chapter quizzes, video quizzes, and the final exam.

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

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.

Location and time

THIS COURSE IS 100% ONLINE.
Self-pace and self-study

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

Teaching methods

Video recorded lectures, video assignments, cases, quizzes, and an exam.
THIS COURSE IS 100% ONLINE.
Please, read the following instructions BEFORE you start the course:
This is a continuous online implementation, which means that there are no deadlines, no reminders, and no announcements. You are entirely responsible to plan and track your progress while taking this course.
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 prob-lems, please, email: piotr.krawczyk@jamk.fi
In order to pass the course, it is compulsory to complete all the activities (chapter quizzes, video quizzes, and the final exam).
The minimum final grade to pass the course and get the credits is 1 (the final grade is composed of the total amount of points collected from all the chapter quizzes, video quizzes, and the final exam). If your final grade is 0, you have not passed the course.
Once you have completed all the chapter quizzes, video quizzes, and the final exam please send me (piotr.krawczyk@jamk.fi) an email stating that the course is done and you would like your credits and the final course grade to be transferred to Peppi. Before you do so please make sure to double check that you completed all the chapter quizzes, video quizzes, and the final exam.
The detail and up-to-date information are available in the Moodle course workspace.

Employer connections

No connections

Exam schedules

The detail and up-to-date information are available in the Moodle course workspace.
Exam is held online.
There is 1 retake possibility. Specific time and date are announced after the grading of the first attempt and are available in the course work-space.

International connections

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).

Completion alternatives

In general, there is no alternative way to complete the course other than the continuous online mode of this implementation. Recognition of prior learning can be granted only in exceptional circumstances, and it is at the lecturer's discretion to approve such arrangements. In practice, no recognition of prior learning has been issued to date by the lecturer in charge of this course.
More precise info about recognition of prior learning can be found at: JAMK Degree Regulations, section 17.

Student workload

Course workload:
100% Virtual: study 70 h, assignments 40 h, independent study 25 h.

Assessment criteria, satisfactory (1)

Sufficient (1) -

You show some ability to analyze and evaluate academic and business information relevant to Global Sales Management

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.

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)-

You show basic ability to analyze and evaluate academic and business information relevant for Global Sales Management

You are able to get your main message through when presenting your ideas in English but improvement would be needed.

You are able to identify and assess some ethical issues for Global Sales Management and discuss possible implications.

Assessment criteria, good (3)

Good (3) -

You show ability to analyse and evaluate academic and business information relevant to Global Sales Management

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) -

You show very good ability to analyze and evaluate academic and business information relevant for Global Sales Management.

You are able to get your main message through when presenting your ideas and findings in a very good manner in English.

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.

Assessment criteria, excellent (5)

Excellent (5) -

You show excellent ability to analyze and evaluate academic and business information relevant for Global Sales Management.

You are able to get your main message through when presenting your ideas and findings in a convincing manner in English.

You are able to identify and assess very deeply and widely ethical issues for Global Sales Management and discuss possible implications.

Qualifications

No prerequisites

Further information

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

Exchange students: 10

The assessment method for this course is designed with specific criteria crafted for each assignment/project and the overarching learning objectives. Detail and specific information regarding assessment can be accessed within the dedicated course workspace.