• 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.

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.