Study Guide

Objective

Having completed the course the student
- understands global economical trends, business economics ans organization's key performance indicators
- perceives effects of sales operations in organization's economics
- is able to manage sales budgeting.

Materials

Jobber, D., & Lancaster, G. (2019). Selling and sales management (Eleventh edition.). Pearson.
Chapters 16-17, in particular.
Articles, videos and lecture materials provided during the lectures.

Teaching methods

Lectures, guest lectures, workshops, reading circles, peer-to-peer teaching and learning, company cases, and written and oral assignments.

Student workload

Assignment 1: Case study on budgeting, motivating salespeople and key performance indicators
Written report + oral presentation + reviewing another team
Assignment 2: Real company case: Motivating and rewarding sales personnel
Interviews with companies, sharing the results with the peers in the class

Content scheduling

23.1. (9-12) Introduction, forming teams, discussing course objectives and personal objectives, implementation and assessment
6.2. (9-12) Forecasting, Budgeting, evaluation and briefing for the assignments
27.2. (9-12) Reading circle based on given materials and Q & A session regarding the assignments
13.3. (9-12) Guest lecturer, workshop for the assignment 1
3.4. (9-12) Presentations of the case studies (assignment 1)
17.4. (9-12) Sharing the results of company interviews (assignment 2) and course feedback

Evaluation scale

H-5

Assessment methods and criteria

Assignment 1: 60%
Assignment 2: 40%
Activity during classes and reading circles may upgrade the max points by 1-10 points
40-59 points = 1
60-69 points = 2
70- 79 points = 3
80-89 points = 4
90-100 points = 5

Assessment criteria, satisfactory (1-2)

Student has basic understanding of forecasting, budgeting and evaluation of sales.
Students knows basic principles of motivating and rewarding salespeople.
Student shows limited activity in team work and in class.

Assessment criteria, good (3-4)

Student has good understanding of forecasting, budgeting and evaluation of sales.
Students knows a variety of methods to motivate and reward salespeople.
Student is active in team work and in class.

Assessment criteria, excellent (5)

Student has excellent understanding of forecasting, budgeting and evaluation of sales.
Students knows a wide variety of methods to motivate and reward salespeople.
Student is very active in team work and in class.