Study Guide

Objective

After the course the student is capable to
- Listen the Essential Social Networks
- Build his/her own Community
- Build Authority and Influence
- Plan and Implement Social Selling Programme
- Measuring Success

Content

Content
- Social Business Strategy for Sales
- Social Networking
- Professional Branding and Influence
- Implementing Social Selling Programme
- Different Types of Metrics in Social Selling

Materials

Shanks, J. (2016). Social Selling Mastery. Scaling up your sales and marketing machine for the digital buyer. Wiley, USA.
Other literature is informed later.

Teaching methods

The study unit consists of theoretical issues and based on the review, the chosen models to be implemented in an individual Social Selling Programme. One pre-assignment and the results of two discussions about the proceeding between the classes are afterwards included as further developed parts of the final report of actions executed and measured. The Social selling Programme is presented in the class, lessons learned are shared to widen the mutual learning.

International connections

Innovation pedagogy is applied at individual, team and network level learning and reflection of learning.

Student workload

The study unit consists of readings, two contact days, two discussion sections, actions executed in Social Media and writing the report. There is one pre-assignment and two discussions between the classes. These are developed further according to the feedback, as parts of the final report called Social Selling Programme. The Social Selling Programme is presented on the second contact day.

Content scheduling

The study unit focuses on
• Social business strategy for sales
• Social networking
• Professional branding and influence
• Implementing social selling programme
• Different types of metrics in social selling
After completing the study unit, the student is capable to
• Listen the essential social networks
• Build his/her own community
• Build professional brand and influence
• Plan and implement Social selling Programme
• Measuring success
Contact days on 13.1. and 5.5. at 9-16. Discussions between the classes on 7.2. (1 hour) and 2.3. (1 hour) in Zoom. The discussions with chosen team may happen also some other time based on the schedules of the team members.

Evaluation scale

H-5

Assessment methods and criteria

Pre-assignment (accepted/rejected)
Assignment 1: Social Selling Programme Report and presentation (100 %)

The learnings from the discussions should be visible in the report and thus not evaluated separately.

Assessment criteria, fail (0)

Assignments are not delivered in the given timeline. The instructions of the assignments are not fulfilled.

Assessment criteria, satisfactory (1-2)

Student is capable to describe at some level the social selling strategy, but the linked functions to reach the goals of the chosen strategy seems quite poor. He/she is able to plan a basic Social Selling Programme of a case, but results of the implementation are lacking. Student is able to evaluate the Social Selling Programme according to some measurements. Student is capable to write a report of the actions taken at general level; however, the literature is poorly referred. The implementation of the activities and results are not visible.

Assessment criteria, good (3-4)

Student is capable to describe the importance of the social selling strategy, as well as list some of the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute a Social Selling Programme of a case, and show the first results of it. Student is able to evaluate the Social Selling Programme according to the chosen measurements, and present development ideas after the first run. Student is capable to write a clear, report of the actions taken, the suitable measures chosen based on the literature and the case. Student is implying at least some of the the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least one of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used clearly and the feedback from peers is utilized and referred at some level.

Assessment criteria, excellent (5)

Student is capable to describe the importance and arguments of the social selling strategy, as well as list the linked functions to reach the goals of the chosen strategy successfully. He/she is able to plan and execute an innovative Social Selling Programme of a case, and show the first results of it. Student is able to analyze and evaluate the Social Selling Programme according to the chosen measurements, and present innovative development ideas after the first run. Student is capable to write a clear, encompassing report of the actions taken, the most suitable measures chosen based on the literature and the case. Student is active in implying the activities in social media and sharing his/her ideas, experiences and learning to peer students. At least two of the chosen measurement shows progress during the Social Selling Programme implemented. The reference material used is encompassing, also the feedback from peers is utilized and referred.