Opinto-opas

Tavoitteet (OJ)

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.

Sisältö (OJ)

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?

Esitietovaatimukset (OJ)

2nd year courses or equivalent knowledge.

Arviointikriteerit, tyydyttävä (1-2) (OJ)

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.

Arviointikriteerit, hyvä (3-4) (OJ)

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.

Arviointikriteerit, kiitettävä (5) (OJ)

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.

Aika ja paikka

Location: Kauppi Campus, Tampere University of Applied Sciences:
23.09.2024 14.15 - 16.00 C4-04b
07.10.2024 14.15 - 16.00 C4-04b
21.10.2024 14.15 - 16.00 B5-26
04.11.2024 14.15 - 16.00 B5-26
11.11.2024 14.15 - 16.00 B5-26
25.11.2024 14.15 - 17.00 B5-26

Schedule: during the first and second periods

Tenttien ja uusintatenttien ajankohdat

Moodle exam 25.11.2024 14.15 - 17.00

Arviointimenetelmät ja arvioinnin perusteet

Individual Moodle Exam 60% (1-5)
Group: Case Study 40% (1-5)

Arviointiasteikko

0-5

Opiskelumuodot ja opetusmenetelmät

Lectures, exercises and discussions
Individual search of information
Teamwork, team-based learning

Oppimateriaalit

Lecture materials and literature will be later available in Moodle.

Opiskelijan ajankäyttö ja kuormitus

5 credits (5x27 hours of work)

Sisällön jaksotus

23.09.2024  14.15 – 16.00 Introduction ​
07.10.2024  14.15 – 16.00 Market Intelligence                                                            
21.10.2024  14.15 – 16.00 Market Entry Strategies                                               ​
04.11.2024  14.15 – 16.00 International Account Management​
11.11.2024 14.15 – 16.00 International Sales Management                                       ​
25.11.2024  14.15 – 16.00 Individual exam

Toteutuksen valinnaiset suoritustavat

Recognition of learning based on competence:
Students of Tampere University of Applied Sciences (TAMK) may propose recognition of learning based on their prior competence by using HyväHot Application in Pakki. Send the HyväHot application at least two weeks prior to the first lesson and choose the course's responsible teacher as the one handling the application. In the reply, the responsible teacher will inform a way to show your competence together with other additional information.

Recognition of learning based on studies/courses:
Students of Tampere University of Applied Sciences (TAMK) may propose to replace the course with a suitable course they have completed elsewhere before by using HyväHot Application in Pakki. Send the HyväHot application at least two weeks prior to the first lesson and choose the course's responsible teacher as the one handling the application.

Harjoittelu- ja työelämäyhteistyö

Cases and assignments.

Kansainvälisyys

International cases and assignments.