International Sales Management

Curso

En Murcia

350 € IVA inc.

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Descripción

  • Tipología

    Curso

  • Lugar

    Murcia

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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

Ubicación

Inicio

Murcia
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Edificio ENAE, nº 13, Campus Univ. Espinardo, 30100

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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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Opiniones

Materias

  • Management
  • International Personal Selling defined
  • Types of International Salespeople
  • Activities of International Salespeople
  • The International Sales Process
  • International Sales Management defined
  • 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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Más información

¿Necesitas un coach de formación?

Te ayudará a comparar y elegir el mejor curso para ti y a financiar tu matrícula en cómodos plazos.

900 49 49 40

Llamada gratuita. Lunes a Viernes de 9h a 20h.

International Sales Management

350 € IVA inc.