Course 08 - International Sales Management

Objectives

To analyze the key (sales management) success factors used by international firms and how these can be transferred and applied across cultural boundaries. Particular attention will be paid to the business-to-business sector. 

Topics

  • methods of organizing international
  • sales structures and processes
  • systematic market development
  • instruments for directing and controlling
  • international sales
  • setting up sales information systems
  • establishing customer relationships
  • sales staff leadership and motivational practices in an intercultural context