2024/2025 KAN-CSAAO1002U Professional Selling
English Title | |
Professional Selling |
Course information |
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Language | English |
Course ECTS | 7.5 ECTS |
Type | Mandatory |
Level | Full Degree Master |
Duration | One Quarter |
Start time of the course | First Quarter |
Timetable | Course schedule will be posted at calendar.cbs.dk |
Study board |
Study Board for cand.merc. and SAM
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Course coordinator | |
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Teaching methods | |
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Last updated on 28-05-2024 |
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Learning objectives | ||||||||||||||||||||||
After the course, the student should be able to:
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Prerequisites for registering for the exam (activities during the teaching period) | ||||||||||||||||||||||
Number of compulsory
activities which must be approved (see section 13 of the Programme
Regulations): 1
Compulsory home
assignments
1 of 2 group reports on the progress of the sales project submitted and approved
Oral presentations
etc.
In this course, students will have the opportunity to work in groups of 4-5 students on a sales project that will be integrated into the coursework. Students will be required to complete specific assignments for their sales project using the methods and tools covered in the course. During the face-to-face sessions, students can seek advice and feedback from lecturers and guest lecturers on their sales project Although students will work on their sales project assignments throughout the course, they will be asked to submit their assignments twice: 1. Interim group report (Feedback is provided by a faculty member) and 2. Final group report (Peer-to-peer feedback is provided) The purpose of the ongoing sales project and all assignments that are part of the sales project is to develop students' practical sales skills and get them thinking about the applicability of the theories, concepts, methods, and tools they have learned in class. In addition, the sales project helps students prepare for the final exam. Students do not have additional opportunities to get compulsory activities approved prior to the ordinary exam. If a student has not fulfilled the required number of compulsory activities or has been ill, they will not be able to take the ordinary exam. If a student still has not received approval for the required number of mandatory activities prior to the retake examination and meets the requirements set forth in the academic regulations, an extra assignment is possible. The extra assignment consists of a 5-minute video pitch that should summarize all activities and results of the sales project. |
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Examination | ||||||||||||||||||||||
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Course content, structure and pedagogical approach | ||||||||||||||||||||||
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Description of the teaching methods | ||||||||||||||||||||||
This course is offered in a blended learning
format that combines on-demand online content (e.g., recorded
lectures, small group activities, online quizzes), live online
lectures with in-class discussions, and workshops (e.g., guest
lectures and role-plays).
The class is guided by the philosophy of active learning, which is integrated into a sales project that students will work on throughout the course. Prior to almost every session, students will receive the required reading and assignment for the sales project. Class sessions will consist of plenary discussions, guest lectures, and group work (the instructor will go from group to group and provide feedback on the intended application of the theories to their sales project). |
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Feedback during the teaching period | ||||||||||||||||||||||
The design of the course follows a proactive
feedback philosophy through ex ante mirroring of the exam. Students
are repeatedly exposed to the learning objectives through sales
project assignments that resemble the exam assignment, online
quizzes, and role-playing. Students are asked twice to submit their
sales project-based assignments, which serve as the basis for
detailed student feedback and peer feedback.
In the wrap-up session dedicated to exam preparation, students are debriefed and encouraged to seek detailed feedback on their own performance. This gives them the opportunity to reinforce what they have learned in the course and prepare for the actual exam. In the final debriefing session, the material is recapped, overarching feedback is provided. |
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Student workload | ||||||||||||||||||||||
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