In many companies, sales employees are the most important interface with customers. From the first contact after acquisition, sales employees accompany their customers throughout the entire process of the business relationship.
This course covers the tasks of international sales at all stages of this sales process.Upon completing the course, the students are able to:
• classify distribution/sales in the marketing mix• describe the basic processes of sales management in international markets
• explain the sales tasks at the various stages of the sales process and recognise their importance for international business
• acquire customers in international markets as a sales representative and conduct sales negotiations
• plan their activities in the context of customer acquisition and care as well as sales negotiations and interpret their results in the contedxt of sales management.
The students acquire these skills by reading the technical literature, discussing it with the lecturer over the course of the event, solving international sales problems in small groups and play-acting sales negotiations.
Having acquired these sales skills, the students are then prepared for hands-on, subject-related activities at sales organisations.
- Lehrperson: Jonas Jasper