B2B Global Sales Management (Asynchronous) (5 cr)

Evaluation scale

0-5

Content scheduling

The detail and up-to-date information are available in the course workspace.
Weekly lectures and assignments.
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

The student is aware of and understands the international aspects of B2B Global Sales Management. The student will also acquire a basic understanding of how to deal with the specifics of sales strategies, key account management, sales forecasting and budgeting, and the role of selling in marketing.

IBCRI Skills in Critical and Analytical Understanding
Critically review, analyze and understand the information available from academic and professional business sources in the context of Global Sales Management

IBETH Ethical Conduct

Embrace ethical conduct in practice and decision-making in the context of Global Sales Management.

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

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

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

Authors: David Jobber,Geoffrey Lancaster
Publisher: Financial Times Press
Copyright: 2009
Published: 02 Apr 2009

Teaching methods

Asynchronous implementation based on Video recorded lectures, video assignments, cases, quizzes, and an exam.

Employer connections

no connections

Exam schedules

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

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

100% online teaching
The detail and up-to-date information are available in the course workspace.
No alternative completion methods other than available through the Moodle course workspace

Student workload

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

Assessment criteria, satisfactory (1)

Sufficient (1) -

Critical and Analytical Understanding Skills - You show some ability to analyze and evaluate academic and business information relevant to Global Sales Management

Communications Skills -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.

Ethical skills - 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)-

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

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

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

Assessment criteria, good (3)

Good (3) -

Critical and Analytical Understanding Skills - You show ability to analyse and evaluate academic and business information relevant to Global Sales Management

Communications Skills - 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) -

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

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

Ethical skills - 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) -

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

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

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

Further information

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