Study Guide

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: Kauppi Campus, Tampere University of Applied Sciences, first meeting class room B5-31
Schedule: during the first and second periods

Exam schedules

Moodle exam (about Marketing) 24.10.2022
International Marketing Case report & presentation 31.10.2022
Individual oral exam in groups (about Sales) in December

Assessment methods and criteria

Case study (teamwork), including peer evaluation 40%
Individual Moodle Exam (about Marketing) 20%
Individual oral exam in groups (about Sales) 40%

Assessment scale

0-5

Teaching methods

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

Learning materials

Lecture materials and literature in Moodle. Including 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

An alterative way of studying through studification.

Practical training and working life cooperation

Business visitor, cases, practical assignments.

International connections

International cases and assignments.