International sales management Plekhanov Russian University of Economics October 13-18, 2014, Moscow Lecturer: Olavi Filppula, MA

Table of contents Chapter one: Marketing strategy –The key aspects of marketing and sales strategy Chapter two: Marketing mix –Product decisions, sales decisions, communication Chapter three: International distribution and logistics –Business-to-business marketing –Effective distribution of products and services

Table of contents Chapter four: Marketing implementation –Marketing and sales organization –Human resource management in marketing and sales –Sales management Chapter five: The collaborative sale –Value-added sales – essential element in collaboration –Buyer behaviour change – role of sales person –Key account management – improving customer relationships

Topics for discussion What is international sales management? Differences between international and domestic marketing Formulation, evaluation and selection of marketing strategies Business-to-business marketing and sales

Topics for discussion, cont´d Market entry strategies, and methods International product management International marketing communications Management of international distribution and logistics Resource management in marketing and sales