International Sales and Distribution
Component code / course code: IM-19.2
Semester: winter / summer
ECTS credits: 2
Lecture hours per week (SWS): 2
Lecturer: Prof. Dr. Rath
Language: German / English
Prerequisites:
The basics of the course "General Business Administration" (Module 06) and "Marketing" (Module 15) are assumed.
Qualification objectives:
The lecture "International Sales and Distribution" aims to provide students with a comprehensive understanding of the challenges and strategies in international sales and distribution management. Participants should be able to analyze and evaluate complex sales structures in global markets and develop successful sales strategies. Through practical case studies and interactive discussions, students will strengthen their skills in international sales management and be prepared for real-life business scenarios
Course contents:
- ntroduction to the basics of international sales management including the differences between domestic and international sales
- Market entry strategies in the international sales context (e.g. direct sales, joint ventures and distribution partnerships)
- Sales channel management in global markets and their impact on sales success
- Strategies for developing and maintaining long-term customer relationships/customer relationship management (CRM) in international markets
- Negotiation and closing strategies in the international sales environment, taking into account cultural differences and negotiation styles
- Sales controlling and performance measurement in global markets
Teaching format (e.g. online/in person lecture/Seminar/Lab etc.): Lecture, exercises, discussions and group presentations
Examination type: project work
