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.

Part I

Evolution of International markets

Growth of emerging economies

Acquisition of knowledge on foreign markets

Sales channels and management of interaction with customers

Part II

Cultural differences and international trade

International negotiations

Management of international sales network

Management of intellectual property in foreign markets

Part III

Modes of exporting  of goods

International agreements and contracts

International sale process, delivery and transportation

Payments in international exchanges

Export financing

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.

Making judgements

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.

Communication skills

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.

Learning skills

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

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
accertamento

Written and/or oral exam.

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.

Testi di studio

P. Cateora, M. Gilly, J. Graham, International Marketing, Mc Graw-Hill, 15th Edition (2010).

Modalità di
accertamento

Written and/or oral exam

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.

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.