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2020/2021  KAN-CSAMO2004U  Commercial Business Project

English Title
Commercial Business Project

Course information
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
  • Marketing
  • Organisation
  • Strategy
Teaching methods
  • Blended learning
Last updated on 26-06-2020

Relevant links
Learning objectives
  • Integrate and apply prior knowledge attained from such areas as management, marketing, sales, accounting, finance, strategy, etc.
  • Make strategic and tactical decisions, based on the analysis of dynamic data sets, as you compete in a dynamic and competitive industry environment in small teams in a strategic simulation game.
  • Identify and use relevant metrics to guide your decision processes related to the strategic sales processes from a management perspective.
  • Identify and analyze relevant data across the 5 x Cs (company, consumers, competitors, collaborators, context (interest, bnp, etc.)) to inform your strategic decisions, sales processes, and sales-actions.
  • Collaborate, delegate tasks, and make decisions within small teams under time-pressure.
  • Attain a holistic understanding of the complex interaction of a multitude of factors that affect pricing and sales.
  • Follow academic conventions in written presentation.
Examination
Commercial Business Project:
Exam ECTS 7,5
Examination form Oral exam based on written product

In order to participate in the oral exam, the written product must be handed in before the oral exam; by the set deadline. The grade is based on an overall assessment of the written product and the individual oral performance.
Individual or group exam Oral group exam based on written group product
Number of people in the group 2-3
Size of written product Max. 10 pages
Assignment type Case based assignment
Duration
Written product to be submitted on specified date and time.
10 min. per student, including examiners' discussion of grade, and informing plus explaining the grade
Grading scale 7-point grading scale
Examiner(s) Internal examiner and second internal examiner
Exam period Summer
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content, structure and pedagogical approach

Through a dynamic online simulation game that allows you to see the long-term impact of strategic sales decisions on a virtual company, you will understand when, why, and how practitioners use these different marketing and sales management principles to improve business performance. With this understanding, you will learn how to build, maintain, and manage a modern company that integrates the multiple domains and cooperates with other business functions and hereby contributes to company profitability and sales 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. Participating in a dynamic simulation game, 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 understand and qualify your decisions for sales performance.

 

Course progression

Commercial Business Project is a capstone course in the study program that ties together the key learning objectives that faculty expect the student to have learned during the program.
Description of the teaching methods
Students will work in small teams that compete against other teams in a simulated industry throughout the course. In parallel with the strategic simulation game, students read management texts to attain key ideas and useful metrics they can use to analyze data and make strategic and tactical decisions. Between decisions rounds teams watch video tutorials covering the text and use this information to discuss possible plans of action and implement these into the simulation game. The offline class session involves theoretical plenum discussion on the relevance of theories and methods (tools) for strategic decisions making and sales performance. Students turn in small written assignments and receive ongoing feedback on their decisions as the teacher ‘walks’ from group to group to provide feedback on the group's intended application of theories to their case company.
Feedback during the teaching period
The simulation game is inherently reflective providing students continuous feedback through both online and offline channels.
Student workload
Teaching 33 hours
Preparation 123 hours
Exam 50 hours
Last updated on 26-06-2020