Starting: February 2013

In today's rapidly changing world and given the continual growth of international trade, the role of sales has become more and more complex. The development of sales techniques and the personal training of skills in conversation, presentation and negotiation have been on the agenda for many years. The importance of good training remains, but in an international environment the perspective has changed.

In order to make the right choices in an international environment, you need insights to create the right perspective. You also need expertise of sales strategies and organisational choices, and knowledge of international and local trade laws.

The minor in International Sales (Minor IS) provides knowledge of and skills training in major sales processes and techniques within an international environment and the aspects that influence those processes. The minor consists of two levels:

• Training in the essential personal skills for successful personal selling. Training in negotiating skills within an international environment.
• The knowledge and insights needed to create an international sales strategy.

At the end of the minor you will be able to:

• Develop the outline of an (international) sales strategy
• Create a successful personal selling process and respond effectively to counterarguments
• Create a professional Sales tool kit
• Negotiate at a professional level

The course is part of the Avans International Business and Languages study programme at the School of Marketing in 's-Hertogenbosch.

Level
Bachelor

When does this programme start
The beginning of February

Please note: you are required to attend from the start of the programme.

Duration
Until the beginning of July

Location
‘s-Hertogenbosch, the Netherlands

More information
Are you interested in studying at Avans University of Applied Science, but you still have more questions? Our International Office can help you. Please contact them through email internationaloffice@avans.nl or by telephone on +31 (0) 76 523 80 01

The minor consists of two separate 10-week periods. The different periods will deal with several topics within the international sales perspective. Both periods consist of 7 teaching weeks and 3 exam weeks. The 7 teaching weeks revolve around one major project in which you will implement the knowledge you learn in the classes in a practice-based assignment.

The overall topic of the first period is “Trade Marketing” and the project will be carried out for an international major brand company active in the business to consumer market. We will train you in personal selling skills during this period and we will teach you how to create a Sales tool kit to support the selling process.

The second period will concentrate on export and you will be responsible for exporting a product from your home country to the Netherlands. The focus within this project will be on developing a sales strategy to bring your product to the market. We will train you in negotiating skills to get the best conditions from your sales partners.

ECTS International Sales (15 ects per period of 10 weeks, 30 ects for the minor)

*Sales courses:

• Trade marketing
• Category management
• International Account management
• Export management
• Procurement: insight into your opponent

Prior education
As the programme is of an advanced nature, a minimum condition for admission is successful completion of two years of undergraduate study in Commerce (120 ECTS). You should have knowledge of the principles of Marketing, Export Marketing, Management, Corporate Finance or Cost and Management Accounting.

English
An important goal of our Minor in International Sales is to enhance your personal selling skills. During the minor in International Sales, a significant proportion of your time will be spent on training within small groups. The exercises will focus on personal selling, how to use a sales tool kit and how to negotiate.

Due to the importance of this training component within the Minor in IS it is absolutely essential that you are able to express yourself fluently in the English language. This is of the utmost importance not only in your own interest but also in e that of your fellow students.

The following results of a recognised language proficiency test are required, for example TOEFL, TOEIC and IELTS tests.

Minimum requirements:

• TOEFL 75 (IBT)
• European Framework B1+

Information: www.toefl.org

The Language Proficiency Report must be completed by an English Language lecturer and returned together with the application form.

If you have any doubts we offer you the option of taking part in a personal interview to determine whether your level of spoken English is sufficient. The interview will be held via Skype.

If you have decided to pursue this study programme at Avans University of Applied Sciences, you can register for it here."

Please note that we can only admit a limited number of students, so make sure that you enrol without delay.

If you are interested in this study programme and you want more information, contact the international office at:

internationaloffice@avans.nl or +31 76 523 80 01.