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Personal Selling In International Marketplace

Course Code: MARK 4400
Faculty: Commerce & Business Administration
Department: Marketing
Credits: 3.0
Semester: 15 Weeks X 4 Hours per Week = 60 Hours
Learning Format: Lecture, Seminar
Typically Offered: TBD. Contact Department Chair for more info.
course overview

This course focuses on theoretical and practical techniques used in selling goods and services in the International marketplace. Emphasis will be on dealing with various cultures and ethnic groups that make up the international market. Attention will be paid to adapting the theoretical selling skills to fit different cultural requirements of the market, in order to achieve effective partnerships, culminating in long-term relationships.

Course Content

  1. Partnering in selling.
  2. Flexing to communication styles.
  3. Understanding the international buyer.
  4. Planning and approaching in international marketplace.
  5. Effective presentations.
  6. Negotiating objections or reservations.
  7. Closing and servicing the sale.
  8. Selling ethics.

Methods of Instruction

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.

Means of Assessment

Class participation  10%
Role playing exercises        30%
Written term project  20%
Mid-term examination  20%
Final examination  20%
Total 100%

Learning Outcomes

At the end of the course, the successful student should be able to:

  1. demonstrate knowledge of effective sales techniques;
  2. demonstrate the ability to put these sales techniques into practical use;
  3. explain the different cultural values and expectations of various cultures and ethnic groups, and how to cater to them in a sales situation;
  4. demonstrate the ability to adapt to culturally diverse sales situations.

course prerequisites

MARK 3300

curriculum 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 schedule and availability
course transferability

Below shows how this course and its credits transfer within the BC transfer system. 

A course is considered university-transferable (UT) if it transfers to at least one of the five research universities in British Columbia: University of British Columbia; University of British Columbia-Okanagan; Simon Fraser University; University of Victoria; and the University of Northern British Columbia.

For more information on transfer visit the BC Transfer Guide and BCCAT websites.


If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.