International Sales Management IB23SP (5 op)

Arviointiasteikko

H-5

Tavoitteet

After completing the course, the student is able to - understand what international sales comprises and how it functions in the international business environment - identify current trends in sales with a global perspective - identify the management practices for successful customer services provided for international customers - pay attention to cross-cultural differences that have an impact on an effective international sales organization and its management - identify the role and responsibilities of a sales executive in managing, supervising and developing the sales and the customer base of a company and in networking and building partnerships in international sales.

Sisältö

- basics of International Sales - planning sales for global success - International Sales strategies - Global Key Account Management - development and management of international sales processes - global customer acquisition and prospecting internationally - CRM with global perspective - solution-based sales to identify customer needs - creating long-lasting relationships with an international focus - management of international sales teams

Oppimateriaalit

Selling and sales management / David Jobber and Geoff Lancaster. — 10th edition Sales Management: A Global Perspective, Earl D. Honeycutt, John B. Ford and Antonis C. Simintiras. Routledge 2003 Selling Today Partnering to Create Value, 12th Edition, Gerald L. Manning, Michael Ahearne, Barry L. Reece Sales Management: Analysis and Decision Making, Sixth Edition, Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams

Opetusmenetelmät

Objectives: This course offers a global perspective on the opportunities and issues facing today's sales managers. Learning outcomes is achieved with individual assignments and case studies. The lectures and study process are completely online. The course studies international sales environment, upcoming sales trends and cross-cultural differences that influence an effective international sales organization and management. Students understand the role and responsibilities of a sales executive in managing, supervising and developing the sales and the customer base of a company. They learn the importance of management of global sales teams and understand a sales executive’s role in networking and building partnerships in international sales. Contents: - Fundamentals of International Sales - International Sales jobs and careers - Planning sales - Design and Implementation of International Sales strategies, and Key Account Management strategy - Managing and developing sales processes - Finding sales opportunities and sales leads - Customer acquisition, prospecting internationally - CRM in Global Perspective - Developing solutions for customer needs with an international focus - Creating long-lasting relationship in an international setting - Building networks and partnerships in international sales - Recruiting and Organizing international sales teams - Training of an international sales team - Deployment of an international sales team - Evaluation of the performance of an international sales team Methods: Online lecture materials, assignment, test Assessment Methods: - One Mandatory Report 50%. Deadline for Report: May - Exam 50% - Latest on May

Opiskelijan ajankäyttö ja kuormitus

The course is studied online in the Moodle learning environment. The study includes familiarization with materials, learning tasks, online material, cases. The course is assessed based on exam and report. The study period starts on 22.09.2025 and ends on 6.12.2025. You must register for the study course in Moodle no later than 24.10.2025 The course assignments must be returned/completed by 5.12.2025 at the latest. The course exam is online with deadline of 5.12.2025. The course includes online orientation session Session is recorded and can be viewed later. The course Moodle link: The Moodle key: