International Sales Management

ENAE Business School
En Murcia

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Tipología Curso
Lugar Murcia
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  • Curso
  • Murcia
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Descripción

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;

Instalaciones y fechas

Dónde se imparte y en qué fechas

Inicio Ubicación
Fechas a elegir
Murcia
Edificio ENAE, nº 13, Campus Univ. Espinardo, 30100, Murcia, España
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Inicio Fechas a elegir
Ubicación
Murcia
Edificio ENAE, nº 13, Campus Univ. Espinardo, 30100, Murcia, España
Ver mapa

Preguntas Frecuentes

· ¿Cuáles son los objetivos de este curso?

Goals and Student Profile Goals 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 internatio...

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¿Qué aprendes en este curso?

Management
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
Developing forecasts
Sales force deployment
Sales organisation structures
The control process

Temario

The main themes to be covered are:

  • The international personal selling process;

  • Market research in the context of planning the sales effort internationally;

  • The role of national cultures in international selling;

  • Structures and relationships for organizing the international sales force;

  • The management of the sales function; and

  • The performance evaluation of salespeople and control mechanisms of the international sales effort.

The module schedule is as follows:

INTRODUCTION TO INTERNATIONAL PERSONAL SELLING

1. International Personal Selling defined

2. Types of International Salespeople

3. Activities of International Salespeople

4. The International Sales Process

THE INTERNATIONAL SALES MANAGEMENT

1. International Sales Management defined

2. Schools of thought and issues on Strategic Management

3. Challenges and opportunities

THE INTERNATIONAL MARKETING RESEARCH

1. Purpose of International Marketing Research

2. Process and Evaluation of Marketing Research

3. Applications of Marketing Research in Sales

UNDERSTANDING CULTURES

1. Culture defined

2. Components of culture

3. The impact of culture on International Sales Management

ORGANISATIONAL STRUCTURES AND RELATIONSHIPS

1. Organisational types

2. Sales organisation structures

3. Sales force deployment

4. Developing forecasts

MANAGING THE SALES EFFORT INTERNATIONALLY

1. Recruitment and selection

2. Developing International Salespeople

3. Supervising the sales effort

EVALUATING AND CONTROLLING PERFORMANCE

1. The control process

2. Criteria for evaluation

3. Performance outcomes and job satisfaction

4. Sales revenues, cost, and profitability analysis

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