Sales Activities, 7.5 Credits

Contents

The planning and execution of various forms of sales activities is important for companies in the retail and service sector. They create conditions for long-term profitability and competitiveness by influencing the customer's decision-making process, contributing to the company's value proposition. The sales-supporting processes, activities, and techniques which the company use are about creating attention and interest among current and potential customers as well as making the product/service visible and supporting the direct sales work. This requires that the sales activities are in line with the company's strategy, goals, and brand.

The link between activities and strategy is important, not least because the pressure for change in the retail and service sector is very high and there is strong competition between companies. The development in e-commerce have also led to that sales, marketing communication and sales activities no longer necessarily being linked to a physical location. Many sales promotion activities take place via omnichannel marketing. This means that sales activities must be studied in a wider context where e-commerce and logistics solutions become important components.

The course  also emphasizes the connection between the company's goals and budget, the special characteristics of the different target groups and the choice of sales activities and marketing communication. During the course , theories from previous marketing- and sales-related courses will also be integrated.

Expected learning outcomes

Knowledge and understanding:

• evaluate and develop proposals and strategies for a company's sales activities based on their goals, value proposition, target audiences, and conditions.

Skills and ability: 

• consider and reflect on the role of the brand in relation to sales activities and marketing communication.
• develop proposals for sales activities, taking into account sustainability and ethical considerations.
• communicate central concepts for the course in English, both orally and in writing.

Judgement and approach: 

• Identify and critically discuss the consequences and responsibility issues resulting from a company's decisions regarding sales activities.

Required Knowledge

Completed courses totalling 60 credits with a minimum of 7.5 credits in marketing, or equivalent. Proficiency in English equivalent to Swedish upper secondary course English B/6.

Form of instruction

Learning is supported through lectures, seminars, and independent studies of the course literature. The responsibilities associated with sales-stimulating activities in terms of ethics, laws, sustainable development, and gender issues will be addressed during lectures and through an individual assignment. Learning activities and assignments are designed to develop the student's generic competencies, specifically oral and written communication, information retrieval, collaboration skills, and problem-solving abilities. The course is given and examined in English.

Examination modes

The examination is based on a written individual hall exam, and written individual and group assignments. Note as well examination modes below for the course as a whole.

The following grading system is used:
- Pass with distinction (Väl godkänd, VG, 75% or more).
- Pass (Godkänd, G, 50% or more).
- Fail (Underkänd, U, less than 50%).

Grades on the course are awarded when the student has passed all examinations and compulsory course elements. 

A student who does not pass the first examination will be offered an opportunity for re-examination within 2 months. An additional examination opportunity is normally offered every academic year, one week prior to the start of the autumn term. If required by specific circumstances, another form of examination can be used.

A student that has failed an examination on two occasions has a right to have another examiner or grading teacher appointed, unless there are special reasons against it. A written request addressed to the Director of Studies should be made no later than 14 days before the next examination opportunity.

Adaptations 
Examiners may decide on deviations from the modes of assessment in the course syllabus. Individual adaptation of modes of assessment must give due consideration to the student's needs. The adaptation of modes of assessment must remain within the framework of the intended learning outcomes in the course syllabus. Students who require an adapted examination - and have received a decision on the right to support from the coordinator at the Student Services Office for students with disabilities - must submit a request to the department holding the course no later than 10 days before the examination. The examiner decides on the adaptation of the examination, after which the student will be notified.

Academic integrity and cheating
As a student, you are expected to act with academic integrity. This means writing and presenting within the limits of the academic rules and expectations communicated in the university's regulations and what is otherwise specified by the responsible department. Disciplinary action may be taken against students who use unauthorized help aids or in some other way try to mislead in examination. Rules and regulations concerning the production of academic texts and correct referencing is applicable to written assignments. Submitted material is subject to plagiarism control. In addition, Umeå University rules and regulations for education and research apply.

Transfer of credits
Student who considers themselves to possess knowledge from previous relevant studies or professional or vocational experience that can be comparable to a course or part of a course, can apply for transfer of credits. Approved transfer of credits means that the student does not need to take the or those parts of the course that the decision covers. Information about transfer of credits can be found on Umeå University's web site.

Other regulations

This document has been translated from Swedish into English. If the English version differs from the original, the Swedish version takes precedence.

The course cannot be included in a degree together with any of the courses 2FE135, 2FE217, 2FE317, 2BA302 or 2BA303.