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2018/2019  KAN-CCUSO2004U  Commercial Business Project

English Title
Commercial Business Project


Sprog Dansk
Kursets ECTS 7,5 ECTS
Type Obligatorisk
Niveau Kandidat
Varighed Et quarter
Starttidspunkt Fjerde quarter
Tidspunkt Skemaet bliver offentliggjort på calendar.cbs.dk
Studienævnet for cand. merc.
  • Karina Burgdorff Jensen - Institut for Afsætningsøkonomi (AØ)
Primære fagområder
  • Kommunikation/Communication
  • Organisation/Organization
  • Strategi/Strategy
  • Blended learning
Sidst opdateret den 20-06-2018

Relevante links

  • Identify and apply key decision points in the strategic sales process from management perspective
  • Understand and argue the different choices needed to impact sales process and sales-actions respectively
  • Analyze and discuss the implications of implementation of choices on all levels of organization
  • Plan, measure and implement strategy in simulated environment to optimize sales and marketing effects. Reflect upon choices made, and argue validity of those choices.
  • Follow academic conventions in written presentation
Commercial Business Project:
Prøvens ECTS 7,5
Prøveform Mundtlig prøve på baggrund af skriftligt produkt

Det er en forudsætning for at deltage i den mundtlige prøve, at det skriftlige produkt er afleveret inden afholdelse af prøven; inden for fastsat frist. Karakteren gives på baggrund af en helhedsbedømmelse af det skriftlige produkt og den individuelle mundtlige præstation.
Individuel eller gruppeprøve Gruppeopgave med mundtligt forsvar i grupper
Antal personer i gruppen 3-4
Omfang af skriftligt produkt Max. 20 sider
Opgavetype Casebesvarelse
Skriftligt produkt afleveres på en fastsat dato og tidspunkt.
10 min. pr. studerende, inkl. votering, karaktergivning og begrundelse
Bedømmelsesform 7-trins-skala
Bedømmer(e) Eksaminator og bi-eksaminator
Eksamensperiode Sommer
Samme prøveform som ved ordinær prøve
Kursets indhold, forløb og pædagogik

Through hands-on experience with real sales management cases as well as through online simulation games allowing you to see the long-term impact of your strategic sales decisions on a virtual company, you will understand when, why, and how practitioners use these different marketing and sales management principles to achieve increased business performance. Through this knowledge you will learn how to build, maintain and manage a modern sales function that integrates the marketing function and cooperates with other business functions and hereby contributes to company profitability and growth.


The course will enable you to identify why, when and how to determine the optimal course of action in a sales and marketing process on all organizational levels. Using a combination of simulation games and cases, you will learn the impact of different strategies and actions to optimize effects of sales and marketing. The simulation game will enable you to choose from different possible actions, and evaluate the effects and implications of your choices in retrospective. Making decisions is a core capability for sales managers. Upon completion of this course, you will be able to qualify your decisions for sales performance.

Course progression Commercial Business Project is a foundation course in the study program.

Beskrivelse af undervisningsformer
Students will be working with a simulated case company throughout the course. Before each offline session, students are asked to read the theory, to prepare key ideas about how to apply the theories of that session to their case as well as questions they want to discuss in class. Between lectures the groups discuss possible plans of action and implement these into the simulation game. The offline class session consists of a theoretical plenum discussion (students receive general feedback on theoretical questions in the plenum) and group work sessions (the teacher walks from group to group and provides feedback on the group's intended application of theories to their case company).
Feedback i undervisningen
the simulation game allows for both online and offline feedback.
Teaching 33 timer
Preparation 123 timer
Exam 50 timer
Sidst opdateret den 20-06-2018