Study Guide

Objective

Develop skills to do and lead technical selling in B2B context

Content

Technical selling skills
Managing sales in B2B environment
KPI in selling
Sales organization

Evaluation scale

0-5

Assessment criteria, satisfactory (1)

The coursework meets with several of the six criteria below. The assignment shows satisfactory performance in three or more of the criteria.

The following criteria are used for assessing the IM Master’s coursework (lecture involvement, discussion, written assignments and discussion leaders).
•The student shows an understanding of the relevant course content in relation to the contents of the articles, lectures and discussion.
•Student texts/presentations demonstrate an understanding of the source/article/lecture content and an ability to select, interpret and justify key messages in a grounded manner.
•The student shows interconnections between the proposed concepts and current business practice, showing abilities of reflection, evaluation and discussion.
•The student shows professional initiative, active participation and responsibility in both individual and team work.
• The student shows the ability to collect valid knowledge for his/her topic from outside the course sources by using scholarly search tools, by questioning current business practice and by practicing source critique.
•Student assignment is written in line with academic writing practice and instructions for Master’s Thesis, using the Harvard Referencing system, with references both in the text as well as reference list. The texts are written in coherent, fluent English.

Assessment criteria, good (3)

The coursework meets with most of the above criteria.
Additionally the assignment shows good quality performance in three or more of the criteria or otherwise good interpretation.

Assessment criteria, excellent (5)

The coursework meets with all the above six criteria. Additionally the assignment shows excellence in three or more of the above criteria or otherwise deviating excellence.

Assessment criteria, approved/failed

The coursework meets with several of the six criteria below. The assignment shows satisfactory performance in three or more of the criteria.

The following criteria are used for assessing the IM Master’s coursework (lecture involvement, discussion, written assignments and discussion leaders).
•The student shows an understanding of the relevant course content in relation to the contents of the articles, lectures and discussion.
•Student texts/presentations demonstrate an understanding of the source/article/lecture content and an ability to select, interpret and justify key messages in a grounded manner.
•The student shows interconnections between the proposed concepts and current business practice, showing abilities of reflection, evaluation and discussion.
•The student shows professional initiative, active participation and responsibility in both individual and team work.
• The student shows the ability to collect valid knowledge for his/her topic from outside the course sources by using scholarly search tools, by questioning current business practice and by practicing source critique.
•Student assignment is written in line with academic writing practice and instructions for Master’s Thesis, using the Harvard Referencing system, with references both in the text as well as reference list. The texts are written in coherent, fluent English.