Personal Selling In International Marketplace
Overview
- Partnering in selling.
- Flexing to communication styles.
- Understanding the international buyer.
- Planning and approaching in international marketplace.
- Effective presentations.
- Negotiating objections or reservations.
- Closing and servicing the sale.
- Selling ethics.
There will be a blend of lectures, group discussions, case studies, and guest speakers. A significant portion of the time will be devoted to role playing with different cultural biases.
Class participation | 10% |
Role playing exercises | 30% |
Written term project | 20% |
Mid-term examination | 20% |
Final examination | 20% |
Total | 100% |
At the end of the course, the successful student should be able to:
- demonstrate knowledge of effective sales techniques;
- demonstrate the ability to put these sales techniques into practical use;
- explain the different cultural values and expectations of various cultures and ethnic groups, and how to cater to them in a sales situation;
- demonstrate the ability to adapt to culturally diverse sales situations.
Textbooks and Materials to be Purchased by Students
Avial, R.A. et al. The Professional Selling Skills Workbook, Latest Ed. Orlando: Harcourt Brace.
Chaney and Martin. Intercultural Business Communication, Latest Ed. New Jersey: Prentice Hall.
Guttman, Peter. The International Consultant, Latest Ed. Washington, D.C.: John Wiley and Sons.
Requisites
Course Guidelines
Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester / year of the course, consider the previous version as the applicable version.
Course Transfers to Other Institutions
Below are current transfer agreements from Douglas College to other institutions for the current course guidelines only. For a full list of transfer details and archived courses, please see the BC Transfer Guide.
Institution | Transfer details for MARK 4400 |
---|---|
Langara College (LANG) | LANG INTB 1XXX (3) |
Simon Fraser University (SFU) | SFU BUS 1XX (3) |
Thompson Rivers University (TRU) | No credit |
Trinity Western University (TWU) | TWU BUSI 1XX (3) |
University of British Columbia - Okanagan (UBCO) | UBCO ELEV_O 2nd (3) |
University of British Columbia - Vancouver (UBCV) | UBCV COMM_V 2nd (3) |
University of Northern BC (UNBC) | UNBC COMM 2XX (3) |
University of the Fraser Valley (UFV) | UFV BUS 1XX (3) |
University of Victoria (UVIC) | No credit |