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International Sales Techniques

International Sales Techniques

3 ECTS credits
75 h study time

Offer 1 with catalog number 8020289GNR for all students in the 1st semester at a (G) Postgraduate - preliminary level.

Information about this course is applicable on academic year 2017-2018.

1st semester
Enrollment based on exam contract
Grading method

Grading (scale from 0 to 20)

Can retake in second session
Taught in
Faculty of Economic & Social Sciences & Solvay BS
Responsible organisation
ES Academische eenheid
Educational Team:
  • Decaan ES (course titular)
    Activities and contact hours
    • 12 contact hours Lecture
    Course content

    The course provides a comprehensive overview of principles, processes and practical techniques and tools to manage international sales more effectively and efficiently.


    • Overview of key success factors and traits in the international sales profession
    • Knowledge of international sales models
    • Practical theory on international market research and development of export plan
    • The buying cycle of an international customer
    • Creating meeting opportunities with customers abroad
    • Building high quality international relationships
    • Practical tools to improve efficiency
    Course material
    • Course text (Recommended): International Sales Techniques
    Additional info


    Programme Objectives

    General competences

    By the end of the course, the student will have acquired the following knowledge and competences:

    Identifying international business opportunities:

    • The participant is able to assess himself in relation to the key competences and traits for international trade
    • The student has understanding and is able to apply an valid international sales model to his/her specific business
    • The participant knows how the analyze the international market and create a compelling value proposition

    Practical organization and execution of international selling:

    • The student has insights in the buying process of the client and is able to create various touchpoint to influence and service the client
    • The participant is able to create value for an international client based on the customers needs and buying criteria
    • The participant is able to identify the local and international decision making unit
    • The student has knowledge of practical communication and reporting tools to help him build a strong professional relationship with the customer
    • The participant is able to negotiate and close profitable deals

    The final grade is composed based on the following categories:

    • Other Exam determines 100% of the final mark.

    Within the Other Exam category, the following assignments need to be completed:

    Paper + Defence with a relative weight of 100 which comprises 100% of the final mark.

    Note: Individual paper, orally defended

    Additional info with regard to grading