It is the focus of this module to research, understand and analyze the success factors of multinational companies and their sales management. The students learn how success factors in sales management can be transferred across cultural boundaries. Particular attention will be paid to the business to business sector. Besides traditional skills connected with the organization and structural management, persons involved in international operations also need special social and intercultural competence in counseling, communicating and negotiating. The module will therefore stress the training of these competences.

The core topics of this course are:

• methods of organizing international sales (structure and processes)
• determination of sales targets
• introduction of instruments for directing and controlling international sales and sales staff
• set up of sales information systems
• establishing customer relationships
• leadership and motivation of sales staff in the intercultural environment
• principles and rules of intercultural communication
• negotiating in certain cultural environments
• handling intercultural relations

further information on business department website