International Sales ManagementLaajuus (5 cr)

Objective

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