International Sales Management (5 cr)

Code: MAR3LF107-3008

Basic information of implementation

Enrollment
02.01.2024 - 12.01.2024
Enrolment for the implementation has ended.
Timing
15.01.2024 - 15.03.2024
Implementation has ended.
ECTS Credits
5 cr
Campus
Pasila Campus
Teaching languages
English
Seats
15 - 60
Degree programmes
GLOBBA Degree Programme in International Business
Teachers
Anu Nieminen
Groups
LF6PMAR
LF6PMAR Markkinoinnin ASO-ryhmä, Pasila päivä
EVENING
Evening implementation
CONTACT
Contact implementation
BLENDED
Blended implementation
LF6EMAR
LF6EMAR Globba ASO-ryhmä, MAR, ilta
EXCH
EXCH Exchange students
Course
MAR3LF107

Evaluation scale

H-5

Schedule

Class in Pasila on weekly basis

Implementation methods, demonstration and Work&Study

If you have acquired the required competence in previous work tasks, recreational activities or on another course, you can show the competence with a demonstration and progress faster through your studies. More information and instructions for RPL are available at MyNet.

Materials

- Jobber, D. & Lancaster, G. 2015. Selling and sales management. Tenth edition. Harlow, England: Pearson. Available online: https://haaga-helia.finna.fi/Record/3amk.272976
- Marcos Cuevas, J., Lemmens, R., Donaldson, B., Lemmens, R. & Donaldson, B. 2016. Sales management: Strategy, process and practice. Fourth edition. London: Palgrave Macmillan. Available online: https://haaga-helia.finna.fi/Record/3amk.270059
- Spiller, L. 2022. Selling & sales management: Developing skills for success. London: SAGE Publications Ltd. https://haaga-helia.finna.fi/Record/3amk.293281
- Cron, W. L., Dalrymple, D. J. & DeCarlo, T. E. 2006. Dalrymple's sales management. 9th ed. Hoboken, NJ: John Wiley & Sons. Available in Haaga-Helia library as a hard copy.
- Kurzrock, W. 2019. Sales Management Success. Wiley. Available online: https://haaga-helia.finna.fi/Record/nelli21.4100000009590180

Working life connections

We mirror the topics and themes into real working life throughout the course

Learning assignments

Assignments:
- Attendance and active participation in class: weight 10% (0-10/100 points)
- HubSpot Certificates on Sales Management: weight 10% (0-10/100 points)
- Problem Based Learning, notes and theme discussions: weight 45% (0-45/100 points)
- Group assignment: weight 35% (0-35/100 points)

Assessment methods

Via the assignments you collect points. The grading is defined based on the following table:

90-100 points 5
80-89 points 4
70-79 points 3
60-69 points 2
50-59 points 1

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