International Sales Management

Universidad del Norte

Course Description

  • Course Name

    International Sales Management

  • Host University

    Universidad del Norte

  • Location

    Barranquilla, Colombia

  • Area of Study

    Business, Business Administration, Intercultural Management, International Business, International Management

  • Language Level

    Taught In English

    Hours & Credits

  • Credits

    3
  • Recommended U.S. Semester Credits
    0
  • Recommended U.S. Quarter Units
    0
  • Overview

    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

    3.    Justificación.
    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
     

    1. Temas de la asignatura.

     

    Themes/Topics

    Sub themes / Subtopics

    In-class working time in hours

    Independent Work

    Basic Concepts

    Definition and Evolution of International Sales Management

    2

    Read Chapter One of the textbook

    Global Change forces – CRM customer relationship management

    4

     

    Communication processes

    1

     

    Development of International Sales Forces

    Recruiting

    1

    Read chapter 9

    Selection Process

    1

    Read chapter 10

    Sales Training

    1

     

    International Sales Process

    Purchase and sales process, participants, and selling with consultative sales

    4

    Read chapter 3 and 4

    Sales Activities

    Selling in International Fairs and Business Rounds

    4

     

    Sales Force Planning

    Market Potential

    2

    Read chapter 5

    Sales Forecasting

    2

    Sales planning

    2

    International Sales Force Organization

    2

     

    Purchases and Supply Chain Management

    4

     

    Sales Force Management

    Evaluating performance

    2

    Read chapter 6

    International Territory and Time Management

    2

    Sales Quotas

    1

    Compensation Plans

    2

    Read chapter 7

    Leadership

    1

     

    Evaluation and control of Sales Force

    Functional Evaluation

    2

    Read chapter 11 and 12

    Personal evaluation

    2

    New global trends - Ecommerce

    4

    Selling with Strategic Alliances

    4

     

     

     

     

    Contact the Colombia Program Manager for the complete syllabus.