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

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.