International Sales Management

Course Description
The assignment is designed to the full formation of the Administrator, in the Marketing Functional areas in International contemporary organizations by using the key components of the Marketing Management Process. It gets developed by using the basic principles of Marketing, key concepts of Marketing, Distribution Channels, the develop of the sales force from the hiring process, the Sales Manager as the resources administrator, the organization sales objectives and the Manager as the designer of the structures that will lead to reach the objectives of the business units that hire him

Justification
In the competitive environment that is presented by today’s globalized world, sales are currently the interaction between Organizations and Consumers. That is where the mutual knowledge moment is done to develop products and services that will meet both customers´ needs and organizations goals.

General Objective of the course
This course will be oriented to:
The student will be capable to develop the skills of a Sales Manager, capable of designing the structures that will guarantee the organization's goals from the different business units.

Learning Outcomes
 

Contact the Colombia Program Manager for the complete syllabus.

At the end of the course, students must be able to:
Knowledge (knowing to know): 
-Describe the sales processes within organizations and how these organizations are consumer-oriented
-The ways to select develop and control sales forces
-Use of techniques for sales projections
Abilities(knowing how):
-Get to know sales managers ́ performance in terms of their tasks and activities in the sales management process
-Identify and interpret International environmental variables aimed to the formulation of strategies leading the sales force to the fulfillment of the set goals.
Attitudes(knowing to be):
-Strengthen both the observation and analysis capacities in order to be able to lead a sales group by formulating, applying, and assessing the implementation of sales strategies.

Assessment