Credits: 6
Schedule: 08.06.2020 - 26.06.2020
Learning Outcomes (valid 01.08.2018-31.07.2020):
Learning outcomes for this course, upon successful completion, include the ability to:
1) understand diverse methods and practices of creating an international sales force, 2) understand cultural, legal, and ethical issues in managing an international sales force, 3) understand how to incorporate technology in managing an international sales force, 4) understand the role of the sales department within an organization and 5) be capable of developing a sales strategy as an element of the overall marketing plan.
Content (valid 01.08.2018-31.07.2020):
An exploration of concepts, practices, and research in sales management in an international setting. This course also describes the various types of sales jobs, and the distinctive competencies required of a salesperson to be successful. Topics in the course focus on the methods and practices of developing, training, maintaining, and evaluating international sales forces. This course also deals with the challenges of cross-cultural, legal, ethical, and technological issues in managing a sales force.