International sales management and communication - ØKAD2280 (7,5 sp)
This course in International Sales Management and Communication focuses on equipping students with the knowledge and skills needed to manage sales teams and dealing with customers in a global context.
About the course
You will learn about cross-cultural communication, international market analysis, and the development of sales tactics tailored to the B2B context. The course emphasizes strategic marketing, go-to-market strategy, value-based selling, and the role of digital tools in global sales. Through case studies and real-world examples, you will gain hands-on experience in evaluating international sales campaigns, addressing challenges like cultural differences, legal frameworks, and the complexities of global supply chains.
Knowledge
- Understand the key concepts of international sales management, including strategies and frameworks used in global markets
- Gain knowledge of cross-cultural communication theories and their impact on sales processes in diverse markets
- Learn about the various legal and ethical considerations that influence international sales and business practices
- Understand market entry strategies and the challenges faced by companies in international expansion
- Gain insight into the role of digital tools and technologies in enhancing international sales efforts and communication.
Skills
- Apply cross-cultural communication techniques to negotiate and build relationships with international clients and stakeholders
- Develop international sales strategies, tailored to specific regional markets
- Utilize data and market research to analyze international markets and identify sales opportunities
General competence
- Can plan and carry out tasks within sales management as a participant in a group and in line with ethical requirements and guidelines
- Has insight into trends and innovation processes in international sales management
Course work
Approved work requirements are a prerequisite for being able to take the exam. The work requirement in this subject is:
- Written course work
- Online test
Exam
The exam in this course consists of a 4-hour, individual exam.