International Selling and Marketing (5 cr)

Objectives (course unit)

During the course the students learn different kinds of go to market –decisions and -actions. They improve their sales negotiation skills and learn new techniques needed in an international business environment. The students understand how different cultural aspects affect international sales and marketing.

After completing the course the students
- are able to define the most common market entry modes
- are able to use market intelligence in order to create an international marketing strategy
- are able to understand the cultural differences in international sales and marketing
- know how to sell and negotiate in an international context
- are able to communicate in a demanding international business environment.

Content (course unit)

What are the key marketing strategy decisions in international market entry?
How to implement international account management?
What are the professional B2B sales skills and techniques needed in an international business environment?

Prerequisites (course unit)

2nd year courses or equivalent knowledge.

Assessment criteria, satisfactory (1-2) (course unit)

The student has achieved the learning outcomes of the course sufficiently. They understand the principles of international marketing and sales. The student recognizes, is able to determine, and use the concepts and models.

Assessment criteria, good (3-4) (course unit)

The student has achieved the learning outcomes of the course well, although the skills and competences are somewhat in need of further development. They are able to determine and apply the concepts of the subject matter well and to apply them in simple tasks.

Assessment criteria, excellent (5) (course unit)

The student has achieved the learning outcomes of the course excellently. They have mastered the concepts of the subject matter in an excellent manner. The student is able to conduct fluent and reasoned analysis and has good capabilities to apply what they have learnt.

Location and time

Location: B5-31 (link to attend remotely in Moodle)
Schedule:
31.08.2021 08.00 - 11.00
07.09.2021 08.00 - 11.00
14.09.2021 08.00 - 11.00
21.09.2021 08.00 - 11.00
28.09.2021 08.00 - 11.00
05.10.2021 08.00 - 11.00
12.10.2021 08.00 - 11.00
26.10.2021 08.00 - 11.00
02.11.2021 08.00 - 11.00

Exam schedules

9.11.2021

Assessment methods and criteria

Case study (teamwork) 40%
Individual (Moodle)Exam 20%
International Sales Playbook (individual) 40%
Activity (S)

Assessment scale

0-5

Teaching methods

Lectures, exercises and discussions (teachers and guests)
Individual search of information
Teamwork
Negotiation Simulations (role-play)

Learning materials

Lecture materials in Moodle and following literature, where applicable
Ghauri & Cateora 2013: International Marketing
Legge, Newger, Schleyer, and Väliaho (2021) :The ascent of Nordic companies in the global machinery market
Neubert (2013): Global Market Strategies
Shajrawi & Khan (2020): International Marketing in the Modern Era

Student workload

5 credits (5x27 hours of work)

Completion alternatives

-