Selling to Export Markets - Opinto-opas

You are able to sell a project to a commissioning company and learn how to build a strong relationship with them. You learn how to keep the company updated (show your accountability and progress) and how to make good use of the feedback they provide to you. You learn to make an international market research in a systematic way by using reliable sources of information and appropriate theoretical tools (secondary research). You get confident in contacting potential foreign customers and other valuable parties to get business information from them (primary research). Finally, you are be able to evaluate the market entry options for the company and to make fact based recommendations for them.

Prerequisite: IBU1LF101 Introduction to International Business.
IBU1LF103 Internationalisation of a Firm is recommended to be studied at the same time.

- B-to-B sales skills
- selling a project idea to a commissioning company
- evaluating the organizational readiness to internationalize
- evaluating the suitability of the company’s offering for foreign markets
- screening countries to identify a promising target market
- justifying the choice of the target country
- assessing the market potential of the chosen market
- analysing the international value chain
- identifying and evaluating potential foreign business partners and direct customers and
- contacting them personally to find out their purchasing interest
- estimating the company’s sales potential in the target country
- recommendations how to enter the target market and how to position the product/service on the market
- interim and final reporting face-to-face with the commissioning company

- Knowledge: You know the key concepts within the course’s scope, but are yet to develop the general view and the big picture of the subject matter.
- Skills: - You can complete given tasks and assignments with assistance. You need to develop how to apply knowledge.
- Competence: You demonstrate some ability to perform skills and have basic knowledge, but you have difficulty to manage without assistance

- Knowledge: You know the key concepts well and can explain how the theories and models function and the tools are used. You have a general view of the subject matter.
- Skills: You complete given tasks and assignments independently. You apply knowledge in hands-on business related situations. You can critique your own practice and identify ways to improve.
- Competence: You demonstrate sufficient ability to perform skills and have basic to good knowledge. You can perform independently, but you have some challenges in passing on your skills and knowledge to others. You have an interest in professional development.

- Knowledge: You have a strong command of the key and related concepts. You can critically evaluate theories, models and tools. You can demonstrate explicit knowledge of the subject matter, and how it relates to other disciplines.
- Skills: You apply knowledge in demanding business related situations. You can prioritize and critically select tools and methods for solving complex problems in the subject matter.
- Competence: You execute skills with natural proficiency and you have detailed and explicit knowledge. You can perform independently and you are also able and actively willing to help others develop and pass on your skills. You have an attitude of continuous professional development.

- contact sessions
- commissioned company projects
- case studies
- individual and team assignments

Material available in Moodle.

Student teams make a market research for a company. Company representatives will give an assignment to the team. Student teams are expected to build a strong relationship with the commissioning company.

Pasila Campus

Exam dates are announced in Moodle.

English

The market research will be done on a foreign market.

23.05.2022 - 19.08.2022

Learning assignments are announced in Moodle.

13.04.2022 - 20.05.2022

28 August - 11 December, Wednesdays 08:30 - 11:30.
Further details in Moodle.

KESÄ2022
CONTACT
EXCH

Päivi Käri-Zein

15 - 40

Quick exam (tools): 20%
Learning assignment 1 (project): 50 %
Learning assignment 2 (5 forces): 10 %
Your class activity: 20 %
All parts need to be passed.

GLOBBA Degree Programme in International Business

0.00 cr

H-5