Sign In With Google
Course Description
-
Course Name
International Sales Management
-
Host University
Universidad del Norte
-
Location
Barranquilla, Colombia
-
Area of Study
Business Administration, Peace and Conflict Studies
-
Language Level
Taught In English
-
Credits
3 -
Recommended U.S. Semester Credits0
-
Recommended U.S. Quarter Units0
Hours & Credits
-
Overview
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 himJustification
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
Learning Evidence Description Evaluation Period %
First MidtermWritten test about the international sales and purchasing process, global sales environment, strategy formulation and recruiting and training process. Fourth Week
25%Second Midterm Written test about the planning and prognosis process; territories and organization of the sales forces. Eight week 25% Cases,presentations, and written test course students will give reports of case studies, presentations and written tests of the studied material Throught out the semester 25% Final Exam Written test in which all the components of Sales Managements are combined Sixteenth week 25%
Course Disclaimer
Courses and course hours of instruction are subject to change.
Eligibility for courses may be subject to a placement exam and/or pre-requisites.
Availability of courses is based on enrollment numbers. All students should seek pre-approval for alternate courses in the event of last minute class cancellations
Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.