International selling (5 cr)
Code: IB00CP32-3003
General information
Enrollment
16.12.2019 - 10.01.2020
Timing
07.01.2020 - 21.02.2020
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Kouvola Campus
Teaching languages
- English
Degree programmes
- Degree Programme in International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV18SP1
Objective
You are able to?
distinguish the various phases of the selling process?in b-to-b setting?
apply various selling techniques in sales negotiations??
negotiate successfully with an international customer?
determine the appropriate models, methods, digital tools and techniques, in sales and sales planning?
negotiate in selected countries
Content
What is international selling?
How is organisational buying behavior explained?
What kind of sales process and technological applications exit in international selling?
What personal selling skills are required and how can they be developed?
How to sell in selected countries?
Evaluation scale
1-5
Qualifications
Customer oriented marketing 5 ECTS credits
Customer insight and customer service 5 ECTS credits