International Sales Environment (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

Katso englanninkielinen opinto-opas

Tavoitteet

After completing the course, the student is able to:
-Understand special requirements connected to working in international surroundings and remote sales management
-Identify differences between different cultures of interest of the group
-Develop techniques to cope with cultural ways of behaving in sales
-Familiarize himself with chosen cultural areas

Sisältö

-Requirements of international sales and sales management
-Different cultural groupings
-Knowledge about cultural characteristics and differences between Europe, Asia, Africa, Australia, America
-Ethics in sales

Oppimateriaalit

Aleo, A., & Alessandri, A. (2015). Sales ethics : How to sell effectively while doing the right thing. Business Expert Press. (Available as eBook at Turku UAS library)

Hofstede, G. (2011). Dimensionalizing cultures: The Hofstede model in context. Online readings in psychology and culture, 2(1), 8. (PDF provided)

McCalman, J., & Potter, D. (2015). Leading cultural change: The theory and practice of successful organizational transformation. Kogan Page Publishers. (Chapter 4, PDF provided)

Course materials at itslearning
Materials the students find independently.

Opetusmenetelmät

Katso englanninkielinen opinto-opas

Tenttien ajankohdat ja uusintamahdollisuudet

N/A

Pedagogiset toimintatavat ja kestävä kehitys

Katso englanninkielinen opinto-opas

Toteutuksen valinnaiset suoritustavat

N/A

Opiskelijan ajankäyttö ja kuormitus

5ects = 135hrs of student work as follows:
*16hrs of work at Campus
*119hrs independent / group work online

Arviointimenetelmät ja arvioinnin perusteet

The course has three assessable outcomes:
1) Preliminary assignment with a weighting of 10% of the total and a grade of fail - 5
2) Group work, which is 50% of the total and is assessed as fail - 5.
3) Individual assignment with a weighting of 40% of the total and a fail - 5

In addition, a final self- and peer-assessment will be carried out.

Hylätty (0)

Assignments undone and/or incomplete, (also returned after the deadline may result in failed mark)

Arviointikriteerit, tyydyttävä (1-2)

T1
The group of students make limited use of the knowledge base. The end result is not technically sound (e.g. incomplete citations, presentation confusing)

In individual work the output is mainly based on fragmented work, not on a planned and reasoned application of the relevant knowledge base. The end result is not technically sound (e.g. incomplete citations).

Arviointikriteerit, hyvä (3-4)

H3
The group of students work in a proactive and coordinated way towards the objectives of the assignment and the course, and is able to share knowledge within the group. The group makes good use of the relevant knowledge base. Some technical errors (e.g. in citations)

In individual work, the student has set objectives in line with the assignment and the curriculum, but does not fully achieve them. The output is mainly based on a reasoned application of the relevant knowledge base. Its value for learning is good. Some technical errors (e.g. in citations)

Arviointikriteerit, kiitettävä (5)

K5
The group of students work in an active and coordinated way, in dialogue with each other, drawing on each other's expertise. The knowledge base is broad and is applied successfully and in a well-argued manner. Sources are relevant to the objectives. The final result is also technically sound (e.g. references).

In individual work, the student has set curriculum objectives and fully achieves them. The output is based on a reasoned application of the relevant knowledge base. Its value for learning is considerable. The final result is also technically sound (e.g. references).

Lisätiedot

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