This course has a dual focus. First, it introduces several personal selling approaches and sales management concepts and theories required for effective organization and management of the salesforce internationally. Second, by using a hands on approach it provides opportunities for applying several analytical methods and techniques pertaining to the organization, management and evaluation of the sales effort.
In addition, knowledge and concepts of sales management is applied for the development and implementation of international sales strategies.
The main objectives of the course are to:
Demonstrate the nature, role and importance of Personal Selling and Sales Management in international markets;
Recognize the impact of differences in national cultures on the cross cultural selling function and on the activity of managing a sales force in an international setting;
Show the importance of the decision to standardize or adapt various elements of the sales management process in international markets;
Highlight the role that the internationalization of markets is playing in challenging orthodoxies of operations, structures and relationships, and draw the implications for both sales managers and sales people; and
Apply key concepts and theories of sales management and evaluate their impact on decision-making.
Learning outcomes: At the end of this module students’ should be able to:
Critically evaluate the impact of culture on the international sales effort;
Use sales management theories for developing effective sales strategies;
Recognize the importance of market research in selling;
Apply concepts and processes involved in the management of salespeople;
Acquire an in-depth understanding of the selling and buying processes;
Demonstrate ability to critically evaluate the performance of salespeople; and
Appreciate the role of ethics in personal selling.
Critical thinking and creativity: organising thoughts, analysis, synthesis, and critical appraisal;
Problem solving and decision making;
Learning through reflection on practice and experience; and Ability to engage in strategic thinking
ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.
Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.
We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.
Specified time period: This course has and extension of 15 contact hours at ENAE premises.
Timetable: This course is delivered on Friday from 16:30 h. to 21:30 h. and Saturday from 9:00 h. to 14:00 h.
Place and Address:
Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain
This program is part of a Master that has limited availability. Taking this course will provide you great oportunities for expanding your professional networks. Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.
• International Personal Selling defined
• Types of International Salespeople
• Activities of International Salespeople
• The International Sales Process
• International Sales Management defined
• Schools of thought and issues on Strategic Management
• Challenges and opportunities
• Purpose of International Marketing Research
• Process and Evaluation of Marketing Research
• Applications of Marketing Research in Sales
• Culture defined
• Components of culture
• The impact of culture on International Sales Management
• Organisational types
• Sales organisation structures
• Sales force deployment
• Developing forecasts
• Recruitment and selection
• Developing International Salespeople
• Supervising the sales effort
• The control process
• Criteria for evaluation
• Performance outcomes and job satisfaction
• Sales revenues, cost, and profitability analysis