Study Guide

Learning objectives

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.

Content

- 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