2019/2020
KAN-CCUSO2004U Commercial Business Project
| English Title |
| Commercial Business
Project |
|
|
| Language |
English |
| Course ECTS |
7.5 ECTS |
| Type |
Mandatory |
| Level |
Full Degree Master |
| Duration |
One Quarter |
| Start time of the course |
Fourth Quarter |
| Timetable |
Course schedule will be posted at
calendar.cbs.dk |
| Study board |
Study Board for MSc in Economics and Business
Administration
|
| Course
coordinator |
- Torsten Ringberg - Department of Marketing
(Marketing)
|
| Main academic
disciplines |
- Communication
- Organisation
- Strategy
|
| Teaching
methods |
|
|
|
Last updated on
27-03-2020
|
| Learning objectives |
- 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
|
| Examination |
|
Commercial
Business Project:
|
| Exam
ECTS |
7,5 |
| Examination form |
Home assignment - written product |
| Individual or group exam |
Individual exam |
| Size of written product |
Max. 10 pages |
| Assignment type |
Case based assignment |
| Duration |
Written product to be submitted on specified date
and time. |
| Grading scale |
7-point grading scale |
| Examiner(s) |
One internal examiner |
| Exam period |
Summer |
| Make-up exam/re-exam |
Same examination form as the ordinary
exam
|
|
| Course content, structure and pedagogical
approach |
|
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.
Content
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.
|
|
| Description of the teaching methods |
| 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 during the teaching period |
| the simulation game allows for both online and
offline feedback. |
| Student workload |
| Teaching |
33 hours |
| Preparation |
123 hours |
| Exam |
50 hours |
|
Last updated on
27-03-2020
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