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
Classroom for all lectures: C4-09a & C4-09b
15.09.2025 11.00-13.00
22.09.2025 11.00-13.00
29.09.2025 11.00-13.00
06.10.2025 11.00-13.00
20.10.2025 11.00-13.00
03.11.2025 12.00-14.00
17.11.2025 11.00-13.00

Exam schedules

Indivual exam 17.11.2025 klo 11.00-13.00
Retake dates will be scheduled later

Assessment methods and criteria

Individual in-class exam 60% (1-5)
Group work: Case Study 40% (1-5)

5 lectures will start with a quicktest based on pre-learning material. If a student passes a quicktest, the student earns +0.25 upgrade for the individual exam's grade. In maximum, the student may earn +1.25 to upgrade the individual exam's grade (5 * 0,25 = 1.25)

Assessment scale

0-5

Teaching methods

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

Learning materials

Lecture materials and literature will be later available in Moodle.

Student workload

5 credits (5x27 hours of work)

Content scheduling

15.09.2025 11.00-13.00 Introduction
22.09.2025 11.00-13.00 Market Intelligence
29.09.2025 11.00-13.00 Market Entry Strategies I
06.10.2025 11.00-13.00 Market Entry Strategies II
20.10.2025 11.00-13.00 International Account Management
03.11.2025 12.00-14.00 International Sales Management
17.11.2025 11.00-13.00 Individual exam

Completion alternatives

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 eAHOT Application in Pakki. Send the eAHOT 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 eAHOT Application in Pakki. Send the eAHOT application at least two weeks prior to the first lesson and choose the course's responsible teacher as the one handling the application.

Practical training and working life cooperation

Cases and assignments.

International connections

International cases and assignments.