Curricula

Curriculum Table

Competences

General Information

Description

KB00BP33	International Sales Competences (10 cr)
Prerequisites	Not applicable
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
Materials	Not applicable
Literature	Not applicable
Evaluation Criteria	0-5
Evaluation Criteria
Assessment Frameworks	Assessment framework
Further Information	Not applicable
Responsible persons	Not applicable
Links	Assessment framework

Implementations

No implementations.