Study Guide

Objectives

The goal of the course is to develop future-oriented competence as part of strategic sales planning. The course provides readiness to lead sales strategy planning by utilizing strategic foresight.

Upon completing the course, the student will:
• understand the role of strategic foresight in strategic sales planning
• identify and understand various types of future knowledge
• recognize and understand phenomena and forces shaping sales
• analyze, produce, and use future knowledge in strategic sales planning

Content

Strategic Foresight as Part of Strategic Sales Planning
Types of Future Knowledge
Phenomena and Forces Shaping Sales
Analysis, Production, and Utilization of Future Knowledge

Assessment criteria, satisfactory (1-2)

The student recognizes the role of strategic foresight as part of sales strategy planning. The student can identify various types of future knowledge. The student can define phenomena and forces shaping sales. The student successfully utilizes future knowledge as part of strategic sales planning.

Assessment criteria, good (3-4)

The student dissects the role of strategic foresight as part of strategic sales planning. The student can compare and apply various types of future knowledge in selected business contexts. The student can explain and evaluate phenomena shaping sales and its planning. The student can create and implement a plan for analyzing, producing, and using future knowledge as part of sales strategy planning.

Assessment criteria, excellent (5)

The student understands the connections between sales strategy planning and strategic foresight, forming a comprehensive understanding. The student can recommend, with justification, the utilization of selected types of future knowledge in various business contexts. The student creatively experiments with different ways of acquiring information about phenomena shaping sales and forces of change, and systematically applies them as part of sales strategy planning.