Study Guide

Objective

After completing the course, the student is able to:
-Understand special requirements connected to working in international surroundings and remote sales management
-Identify differences between different cultures of interest of the group
-Develop techniques to cope with cultural ways of behaving in sales
-Familiarize himself with chosen cultural areas

Content

-Requirements of international sales and sales management
-Different cultural groupings
-Knowledge about cultural characteristics and differences between Europe, Asia, Africa, Australia, America
-Ethics in sales

Materials

Aleo, A., & Alessandri, A. (2015). Sales ethics : How to sell effectively while doing the right thing. Business Expert Press. (Available as eBook at Turku UAS library)

Hofstede, G. (2011). Dimensionalizing cultures: The Hofstede model in context. Online readings in psychology and culture, 2(1), 8. (PDF provided)

McCalman, J., & Potter, D. (2015). Leading cultural change: The theory and practice of successful organizational transformation. Kogan Page Publishers. (Chapter 4, PDF provided)

Course materials at itslearning
Materials the students find independently.

Teaching methods

We will work together in a workshop style over the two F2F days. We will also have 1 or 2 expert visitors from different subject areas. In between our workshops, there will be a group work in an e-learning environment (itslearning) and an individual assignment to be delivered after. Students are expected to do independent research in addition to the lecturer's and visitors' materials.

Exam schedules

N/A

International connections

The pedagogical approach of Turku University of Applied Sciences is called innovation pedagogy or Innopeda for short. It is a learning approach based on experimentation, sharing knowledge and expertise and combining different perspectives. Innovation pedagogy is based on workplace orientation and collaboration, internationalisation, entrepreneurship and systems thinking.

You will need not only the core skills you have learnt, but also the innovation skills needed in all areas of business. You will also be expected to be creative and proactive, but also to think critically and work in teams and networks. You will actively practice all of these competences, but with a different emphasis on each course, throughout your studies.

For more information on Innopeda, visit https://innopeda.turkuamk.fi/

Completion alternatives

N/A

Student workload

5ects = 135hrs of student work as follows:
*16hrs of work at Campus
*119hrs independent / group work online

Content scheduling

There are two F2F days during spring 2024:
Friday 9.2. (09.15 - 15.30hrs) and
Friday 3.5. (09.15 - 15.30hrs)
Both at EduCity, Kupittaa
In between these days you will be working at Itslearning

Further information

We use itslearning messaging and emails when needed

Evaluation scale

H-5

Assessment methods and criteria

The course has three assessable outcomes:
1) Preliminary assignment with a weighting of 10% of the total and a grade of fail - 5
2) Group work, which is 50% of the total and is assessed as fail - 5.
3) Individual assignment with a weighting of 40% of the total and a fail - 5

In addition, a final self- and peer-assessment will be carried out.

Assessment criteria, fail (0)

Assignments undone and/or incomplete, (also returned after the deadline may result in failed mark)

Assessment criteria, satisfactory (1-2)

T1
The group of students make limited use of the knowledge base. The end result is not technically sound (e.g. incomplete citations, presentation confusing)

In individual work the output is mainly based on fragmented work, not on a planned and reasoned application of the relevant knowledge base. The end result is not technically sound (e.g. incomplete citations).

Assessment criteria, good (3-4)

H3
The group of students work in a proactive and coordinated way towards the objectives of the assignment and the course, and is able to share knowledge within the group. The group makes good use of the relevant knowledge base. Some technical errors (e.g. in citations)

In individual work, the student has set objectives in line with the assignment and the curriculum, but does not fully achieve them. The output is mainly based on a reasoned application of the relevant knowledge base. Its value for learning is good. Some technical errors (e.g. in citations)

Assessment criteria, excellent (5)

K5
The group of students work in an active and coordinated way, in dialogue with each other, drawing on each other's expertise. The knowledge base is broad and is applied successfully and in a well-argued manner. Sources are relevant to the objectives. The final result is also technically sound (e.g. references).

In individual work, the student has set curriculum objectives and fully achieves them. The output is based on a reasoned application of the relevant knowledge base. Its value for learning is considerable. The final result is also technically sound (e.g. references).

Objective

After completing the course, the student is able to:
-Understand special requirements connected to working in international surroundings and remote sales management
-Identify differences between different cultures of interest of the group
-Develop techniques to cope with cultural ways of behaving in sales
-Familiarize himself with chosen cultural areas

Content

-Requirements of international sales and sales management
-Different cultural groupings
-Knowledge about cultural characteristics and differences between Europe, Asia, Africa, Australia, America
-Ethics in sales

Materials

Kuuluvainen, Arto (2011): Dynamic capabilities in the international growth of small and medium-sized firms.
Availabe f.ex. in:
https://www.utupub.fi/bitstream/handle/10024/113653/Ae4_2011.pdf?sequence=1&isAllowed=y

Teaching methods

Learning cases
Learning diaries
Analysis of selected export markets (project work)

International connections

Team learning

Student workload

Lectures, group works during lectures, project work (analysis of selected export markets), independent work

Totally 135 hours

Content scheduling

The course provides a theoretically grounded overview of key issues, opportunities and challenges in international sales environment.

We shall assess globalization and the consequent changes in firms operating environment and analyze the needs to adjust firms strategies and sales operations due to these changes. Theoretically, the course utilizes especially dynamic capabilities framework in the context of international growth of SMEs.

The course covers key principles of conducting business in the international dimension. The role of politics and regulation are covered. Moreover, selected markets are analyzed from the perspective of international growth and sales. Also, ethical issues as well as social and environmental responsibility are addressed.

The purpose of the course is to present the most important forces affecting international sales environment today.

The key objectives of the course are:

1. To introduce the dynamic capabilities framework to analyze international business environment
2. To introduce various modes of conducting sales operations across borders
3. Familiarize students with the planning, implementation and management of sales activities in international business environments.

The learning outcomes include:

1. The enhanced awareness of differences in global business environment (including political, regulation and cultural aspects)

2. Understanding the dynamics affecting sales operations conducted in different global business environments

3. Understanding the related ethical and social responsibility issues

Further information

ItsLearning-platform

Evaluation scale

H-5

Assessment criteria, fail (0)

Student has not participated actively to meetings and group works. Moreover, he/she has not returned all required documents.

Assessment criteria, satisfactory (1-2)

Students participation to course's meetings and group works is considered rather inactive. According returned documents the student has challenges to understand main factors related to international sales environments.

Assessment criteria, good (3-4)

Student has participated actively on meetings and group works. He/she has been able to show his/her learning and know-how in the documents returned during the course. Analysis and diaries show that he/she understands international sales environments holistically.

Assessment criteria, excellent (5)

Students participation to meetings and group works has been very active. It is shown that he/she understands international sales environments holistically. He/she is also able to show that he/she masters relationships of different factors affecting to international business environments.

In the group work and analysis (i.e. project work) the student has shown versatile and creative thinking and holistic understanding of the selected themes.

Objective

After completing the course, the student is able to:
-Understand special requirements connected to working in international surroundings and remote sales management
-Identify differences between different cultures of interest of the group
-Develop techniques to cope with cultural ways of behaving in sales
-Familiarize himself with chosen cultural areas

Content

-Requirements of international sales and sales management
-Different cultural groupings
-Knowledge about cultural characteristics and differences between Europe, Asia, Africa, Australia, America
-Ethics in sales

Materials

Before 1st session:
Erin MeyerT (2015) The Culture Map, Decoding how people think, lead, and get things done across dultures. PublicAffairs TM, United States OR
Alice Alessandro & Alberto Aleo (2015) Sales Ethics, How to sell effectively while doing the right thing; Business Expert Press, New York
Before 2nd session:
Pick up 2 out of 10 novels given and write an (business) cultural analysis based on the image you'll get from the books. List will be given on the first session.

Teaching methods

Students are requested to read the given material prior to the contact sessions as they are prerequirements to effective working during the sessions.
Reading advanced material. Participating in contact sessions. Working individual and in a group to make a presentation about an agreed topic. Participating actively in discussion and work during contact sessions.

Exam schedules

The assessment is based on assignments, no separate exams.

International connections

Individual learning based to given material.
Written assignments between the contact sessions.
Active participation in the discussions and other activities during contact sessions.

Student workload

Written material and books 50 hours
Assignments between the sessions 50 hours
Contact sessions and preparation for them 35 hours

Content scheduling

After the study unit the student is capable to understand special requirements connected to working in international surroundings. S/he is able to identify differences between different cultures of interest of the group and develop techniques to cope with cultural ways of behaving in sales and familiarize himself with chosen cultural areas. S/he is able to understand how cultural issues affect his/her work. S/he is able to decide how to carry out international sales work according to good ethical code.

First session in January
*Introduction to the course, requirements and evaluation
*Personal competencies, goals and expectations for the course.
* Assignment #1
*Book Club about pre-assignment
*Some cross-cultural theories
*Guest Speaker
*Assignment #2
*Kick-off for the team works

Second session in May
*Book Club #2
*More theoretical background
*Assignment #1 / Workshops
*Assignment #2 shows
*Summary of the course, feedback of the shows

Evaluation scale

H-5

Assessment methods and criteria

The assessment is based on the students contribution both during the contact lessons as well as h/er assignments returned according to the instructions given. The assignments are expected to reflect understanding about the issues presenting in the course litterature.

Assessment criteria, fail (0)

The student does not show any interest towards the study unit. S/he does not participate in the contact lessons or return the required assignments.

Assessment criteria, satisfactory (1-2)

The students has Basic understanding about international sales. S/he is able to point out some cultural differences and how they affect sales behavior in different market areas. S/he is awair of ethics in sales but cannot show deep understanding about how to implement those in his/her work. S/he does not show particular interest in participating in the work during contact lessons. The assingments s/he returns do not show profound understanding about the subject matter.

Assessment criteria, good (3-4)

The student knows and understands about different issues around international sales. S/he can desing international operations in different cultural areas and write about the them reflecting the choices against theory. S/he understands the ethical code of conduct within sales and is able to present the choices made in his/her work. S/he participates actively in the work during contact lessons and brings added value to the discussions through his/her input. The assignments s/he returns show understanding abut the subject matter.

Assessment criteria, excellent (5)

The student knows and understands about different issues around international sales. S/he can desing international operations in different cultural areas and write about the them reflecting the choices against theory showing profound understanding about the differences met. She shows deep understanding and independent thinking about the ethical codes of conduct within sales and is able to present well the choices made in his/her work. S/he participates actively in the work during contact lessons and and his/her imput in the lessons is important considering the learning of the whole group. S/he brings important added value to the discussions through his/her well reasoned input. The assignments s/he returns show deep understanding abut the subject matter.