International selling (5 cr)

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

You can
a. use professional vocabulary and concepts in an expert way in different selling situations.
b. work as team members in working life expert duties and identify and describe the problems of the professional field.
c. evaluate operations in customer, user and target group situations.
d. choose appropriate models, methods, software and techniques according to the purpose and justify these choices.
e. apply critically the ethical principles of the professional field in different situations.

Evaluation scale

1-5

Qualifications

Customer oriented marketing 5 ECTS credits
Customer insight and customer service 5 ECTS credits