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2021/2022  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 22-06-2021

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, see also the rules about examination forms in the programme regulations.
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 make ongoing decisions you will see the long-term impact of tactical decisions on strategic sales goals for a virtual company for which you serve as co-CEO. You will understand when, why, and how practitioners use different marketing and sales management tactics and principles to improve business performance. With this understanding, you will learn how to build, maintain, and manage a modern company that integrates the domains of multipe business functions, and hereby contribute to a company's profitability and sales growth.

 

Content 
The course will enable you to identify why, when and how to determine the optimal courses of action in sales and marketing processes at all organizational levels as well as identify and use data about customers, competitors, collaborators, and the larger economic, socio-political, and environmental contexts to inform your decisions. In participating in this dynamic simulation game, you will learn about the impact of different strategies and tactical decisions related to sales, production, product development, marketing, distribution, financing, etc. etc. as well as consumer need and reactions, and competitors' re/actions. The simulation game will require you to choose among 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 optimizing 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 dynamically against other teams in a simulated auto 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 with the simulation context. The 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 and decisions in their case company.
Feedback during the teaching period
The simulation game is inherently reflective providing students with continuous feedback through both online and offline channels.
Student workload
Teaching 33 hours
Preparation 123 hours
Exam 50 hours
Last updated on 22-06-2021