|KB00BP33||International Sales Competences (10 cr)|
|Objectives||Student understands buying behavior in different industries and knows how to plan and manage selling and customer relationships. Student develops professional selling skills in international business.
Areas of Competence:
Professional Selling and Sales Management: Student knows how to plan and manage selling and customer relationships. Student develops professional selling skills in international business.
Consumer and Organizational Buying Behaviour: Student can describe and analyse the factors impacting on consumer and organisational buying behaviour. Student identifies the phases of buying behaviour and alternatives concerning to product use and disposal.
Services Marketing: Student understands the characteristics of services and services marketing. Student understands the importance of service quality in customer experience. Student understands the different phases in customer relationships and services marketing.
|Content||Areas of Competence:
Professional Selling and Sales Management: Sales forecasting and planning, organising the salesforce and sales support, controlling the sales, developing and maintaining customer relationships, different phases of btob-selling process in international business, selling skills.
Consumer and Organizational Buying Behaviour: Buying behaviour of consumers and organisations and the factors which affect it. Different theories, models and studies of consumers' and organisations' behaviour.
Services Marketing: The characteristics of services, service process, service quality, customer experience and satisfaction, the different phases in customer relationships, developing services and service processes, services marketing.
|Recommended optional programme components||If necessary, the student advisor will recommend optional programme components for each student based on their individual study plan.|
|Accomplishment methods||Not applicable|
|Execution methods||Not applicable|
|Evaluation Criteria||Not applicable|
|Assessment Frameworks||Assessment framework
|Further Information||Not applicable|
|Responsible persons||Not applicable|