INTERNATIONAL SALES MANAGEMENT
Assegnato al Corso di Studio
This course has three main goals:
1. to provide basic tools to analyze companies behavior in the management of international sales and business exchanges;
2. to examine in depth the management of international sales and business exchanges under an intercultural dimension;
3. to develop the capacity to use tools and methodologies discussed in class to analyze and manage companies engaged in international markets.
Evolution of International markets
Growth of emerging economies
Acquisition of knowledge on foreign markets
Sales channels and management of interaction with customers
Cultural differences and international trade
Management of international sales network
Management of intellectual property in foreign markets
Modes of exporting of goods
International agreements and contracts
International sale process, delivery and transportation
Payments in international exchanges
Risultati di Apprendimento (Descrittori di Dublino)
Knowledge and understanding
Students are expected to develop adequate knowledge on the subject and capacity to understand international sales techniques
Applying knowledge and understanding
Students are expected to effectively apply newly acquired knowledge and to understand and solve problems concerning companies operating in international markets, exploiting different types of competences.
Students are expected to effectively use learned concepts both in theoretical and operational terms, showing autonomous evaluation capacity and ability in dealing with different contexts.
Students are expected to learn international business language to have effective communication with experts in this field (academics, managers), while developing relational and communication capabilities to communicate with non-experts.
Students are expected to show adequate learning capabilities allowing for continuing to autonomously develop the main thematic areas of international sales management within their future professional experiences.
Modalità Didattiche, Obblighi, Testi di Studio e Modalità di Accertamento
- Modalità didattiche
Taught classes, case-study analysis, business seminars, team-work. All classes are held in English language.
- Testi di studio
P. Cateora, M. Gilly, J. Graham, International Marketing, Mc Graw-Hill, 15th Edition (2010), chapters 4-5-6-12-15-17-19.
Teaching notes and material made available by the lecturer.
Students have the option to undertake the final exam in Italian or English language. Students choosing the textbook in Italian language have to follow the guidelines in the Italian outline of the course.
- Modalità di
Written and/or oral exam.
Informazioni Aggiuntive per Studenti Non Frequentanti
- Testi di studio
P. Cateora, M. Gilly, J. Graham, International Marketing, Mc Graw-Hill, 15th Edition (2010).
- Modalità di
Written and/or oral exam
Students are strongly invited to attend classes and actively participate to each lesson. Attending students are involved in team-work activities to analyze more in depth topics introduced during classes and seminars.
Students choosing not to attend classes are strongly invited to contact the lecturer before starting studying for the final exam.
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