Study Guide

Teaching methods

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

Student workload

No contact hours, lectures are video recorded, and/or published as PDF materials.
Independent studying around 130 hours, that includes watching/reading source materials and books, participating in online discussions.

Qualifications

No prerequisites.

Materials

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

Further information

Course is free of charge for CampusOnline students.
Course fee for open UAS students is 75 euros.