AM301402 International Marketing and Sales
Semester: Fall
Credits: 15 ECTS Credits
Attendants: Bachelor Degree Students in Export Marketing
Entry requirements: Marketing, Introduction to international marketing, Corporate strategy
Aims and objectives:
- Provide a deeper insight into a company's activities with respect to international marketing and skills for problem solving.
- Gain theoretical knowledge about international business, especially with respect to the fishing industry.
- Upgrade the ability to find and analyse information in connection with export related activities.
- Sales and sales management
List of topics:
- A company's international working conditions.
- International trade theories.
- Currency risks and safeguards
- Govermental/international impact on trade (WTO, etc.)
- Economic integration and cooperation (EU, NAFTA, etc.)
- Identification of international market opportunities
- The role of international companies
- Export related activities in smaller international companies (SME)
- Norwegian SME examples
- Strategies for developing export/import.
- Strategic marketing decisions in international marketing
- Marketing in selected countries (EU, Central and Eastern Europe, the USA, Japan, China, Nigeria, etc.)
- Marketing in the third world - foreign aid/financing
- Marketing/sales - marketing management/sales management - Brand names
- Documents (payment, trade, transport, etc.)
- Promotion in international markets
- Planning, organisation and control in international markets
- Accounting, taxation, international finance - some topics
- International marketing of fish and fish products
- Export in practical terms - examples from the industry
- Sales and sales management
- Sales planning and budgeting
- Ethical and legal issues of selling
- Managing and coaching the salesforce
- The partnership process
- Sales psychology
- Sales training
- Negotiations
Teaching methods: Lectures, guest lecturers, exercises (cases), visits to companies.
Mandatory requirements: A group project (oral) and an individual written submission must be approved before the candidate can sit for the final exam.
Assessment: 3-day written group exam