International Sales Management
Universidad del Norte
Area of Study
Business, Business Administration, Intercultural Management, International Business, International Management
Taught In English
Recommended U.S. Semester Credits0
Recommended U.S. Quarter Units0
Hours & Credits
2. Descripción de la asignatura.
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
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.
4. Objetivo general de la asignatura.
Esta asignatura se orientará a:
The student will be capable to develop the skills of a Sales Manager, capable of designing the structures that will guarantee the organizations goals from the different business units
- Temas de la asignatura.
Sub themes / Subtopics
In-class working time in hours
Definition and Evolution of International Sales Management
Read Chapter One of the textbook
Global Change forces – CRM customer relationship management
Development of International Sales Forces
Read chapter 9
Read chapter 10
International Sales Process
Purchase and sales process, participants, and selling with consultative sales
Read chapter 3 and 4
Selling in International Fairs and Business Rounds
Sales Force Planning
Read chapter 5
International Sales Force Organization
Purchases and Supply Chain Management
Sales Force Management
Read chapter 6
International Territory and Time Management
Read chapter 7
Evaluation and control of Sales Force
Read chapter 11 and 12
New global trends - Ecommerce
Selling with Strategic Alliances
Contact the Colombia Program Manager for the complete syllabus.