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International Sales Management
Andrea Perna

Seat Fac. Economia - Sede di Ancona
A.A. A.A. 2016-2017
Credits 6
Hours 44
Period 2^ semestre
Language ENG

Prerequisites

The course is addressed to students at Master level. Students should have already acquired basic knowledge of marketing. 

Development of the course

-    Lectures
-    Seminars
-    Exercises in classroom

 

Learning outcomes

1.    Knowledge and Understanding
The participants will gain knwoledge concerning the main issues of marketing in both b2c and b2b settings. Topics will be organized as follow:
-    B2c and B2b marketing analysis
-    Strategy in marketing: definitions and applications
-    Managing customers in b2b and b2c: new approaches
-    Organizing marketing plans in b2b settings
-    CRM strategies
-    Sales management in business-to-business markets
2.    Applying knowledge and  understanding 
The output of the course deals with the understanding and application of marketing variables in different contexts. At the end of the course the students should be able to apply the marketing techniques in order to understand and cope with general market issues.

 

Program

Course Content
The course introduces to general perspectives of marketing in b2c and b2c settings by focusing also in how sales process is organized. The realities of the interplay between the firm and the various environmental forces are specifically addressed.
Specifically the following topics will be analyzed:
- the scope of business to business marketing
- international interfirms relationships
- international market analysis
- international marketing channels
- personal selling and sales management
- CRM strategies in international markets
- managerial implications of international relationship management

 

Development of the examination

1.    Exam. 
Individual and group evaluations. Oral and written.
2.    Grading scale 
Positive grades: from 18 to 30. Cum laude can be bestowed to outstanding performance
3.    Grading method 
40% of the final grade will come from a project work (as it will be explained at the Introduction lecture). 60% of the grade will be reached by giving oral examination. As for the oral exam, students should be able to show out the level of knwoledge reached in solving and managing marketing issues.

 

Recommended reading

Lessons will be taught orally and often by power point. The course will be given by adopting a combination of lectures, class discussion, guest lectures and cases addressing marketing and sales management issues.

Courses

• L.M. - International Economics and Commerce curriculum Business Organization and Strategy