(Course Syllabus / 14 weeks )
The course is designed to give the student the required skills to :
• Understand the international sales environment from a strategic and operational point of view.
• Understand the basic principles of international trade
• Understand the ways of interaction with a foreign client / supplier.
• Become familiar with their usual clauses (legal, technical, commercial and financial)
• Understand the export and import process, paying duty, and classifying products
• Evaluate the criteria for a company’s readiness to go international,
• Identify the major export and import documents required by banks, governments, transportation and insurance companies
• Understand the obligations of traders using International Commercial Terms (INCOTERMS-2020)
• Assess payment options including letter of credit in detail
• Understand the principles of Intermodal transportation
• Understand the impact of geographical and cultural differences on international business negotiations.
Introduction
WEEK 1: Changing environment of international trade. The growing importance of international marketing / Reasons for the rapid growth in international business
WEEK 2: The nature and practice of international marketing / internationalization and the global marketer. International marketing management
WEEK 3: Company policies towards exports. Export marketing planning and strategy / The impact of technology / Entrepreneurial approaches to international marketing
WEEK 4: Investigating and Choosing export markets. Culture and the socio-cultural environment / Managing cultural differences Economic forces / Political/legal environment
WEEK 5: Competition Export Market SelectiWEEK 8 on: Definitions and Strategies / Export Market definition and segmentation, expansion/selection process, procedure, and strategy
WEEK 6: Export – Import Organization. Entry as Strategy Export Entry Modes, Direct export / Home-country-based department / Foreign sales branch
WEEK 7: Pricing decisions. Determinants of an export price / The price quotation, Comparison of terms / INCOTERMS / Selection of trade terms
WEEK 8+9 : INCOTERMS -Practices / Exercises
WEEK 10+11: Payment methods and Financing / Financing and Methods of Payment / Export financing methods/terms of payment / Payment and Financing procedures / Export and Import Documentation
WEEK 12: Logistics—The Export Procedure / Handling Export Orders and Supply Chain Management, Physical distribution, Logistics and the systems concept, Structure of international physical distribution, Modes of transportation / Containers
WEEK 13+14 : Cultural Differences —–International Negotiation Behaviors