The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 12 hours of class support, delivered during two 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The second day will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.

In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments.

The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses

The aim of this module is to develop the student's understanding of the complex area of international sales, the rationale for this expanding aspect of business, the procedures and practices framing its operations and the regulatory mechanisms supporting and constraining its activities.

- The rationale for international selling
- The impact of globalisation
- Future trends in international trade
- International marketing research and intelligence
- Government and Non-governmental support for international selling
- Cultural factors in international selling
- Market entry and organisation for international selling
- Working with Intermediaries and Collaborative Selling
- Planning the marketing mix for international selling
- The World Wide Web and its impact on Global Marketing
- Pricing and payments in international sales transactions
- Logistics of exporting
- Legal issues in international sales

Blackboard website
University Campus Library
Off-campus, on-line library resources
www.cim.co.uk (Chartered Institute of Marketing)
www.ismm.co.uk (Institute of Sales and Marketing Management)
www.tradeinvest.gov.uk
Trade and Professional Journals

A report focusing on aspects of international sales in the students's organisation (2000 words) (Learning Outcomes 1 - 3) (100%)

Bradley, F., (1999) International Marketing Strategy 3rd ed., Hemel Hempstead, Prentice Hall
Brassington, F., & Pettitt, S., (2007) Essentials of Marketing (2nd Edition) Prentice Hall/FT
Jeannet, J. P. & Hennessey, H. D., (1999) Global Marketing Strategies 4th ed., New York, Houghton Mifflin
Jobber, D. (2009) Principles and Practice of Marketing Harlow, Pearson Education
Jobber, D. & Lancaster, G. (2009) Selling and Sales Management 8th ed., Harlow, Pearson Education
Rogers, B. (2007) Rethinking Sales Management: a Strategic Guide for Practitioners John Wiley and Sons
Jeannet, J-P. (2000) Managing with a Global Mindset Harlow, FT/Prentice Hall
Bartlett, C.A. & Ghoshal, S. (2000) Transnational Management: Text, Cases and readings in Cross-Border Management 3rd Edition, Boston, McGraw Hill.