International selling (5 cr)

Code: IB00CP32-3003

General information

Enrollment: 16.12.2019 - 10.01.2020
Registration for the implementation has ended.

Timing: 07.01.2020 - 21.02.2020
Implementation has ended.

Number of ECTS credits allocated: 5 cr

Local portion: 5 cr

Mode of delivery: Contact learning

Unit: Liiketalouden koulutusyksikkö, Kouvola (vanhennettu)

Campus: Kouvola Campus

Teaching languages: English

Degree programmes: Degree Programme in International Business

Teachers: Sara Czabai-Leppänen

Teacher in charge: Sara Czabai-Leppänen

Course: IB00CP32

No reservations found for realization IB00CP32-3003!

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