Curriculum Proposal System
Course Details

Prerequisites (list each individually, one course per line, with course number and title)
prerequisites to be checked at time of registration? no
Corequisites (list each individually, one course per line, with course number and title)
corequisites to be checked at time of registration? no
Bulletin description
Examines the concepts and complexities of selling on a global basis. Covers international aspects of selling, sales management, and negotiations.
Web Components
Textbook selection
Wells, J. Farto, Selling to the World, McGraw-Hill, New York, 1996.
Rationale
In order to meet employer demand for graduates who have proficiency in global sales management, the Department of Marketing proposes that the Graduate Certificate in Global Sales Management be approved.
Syllabus
Syllabus: Global Selling 6600:485/585 6800:485: 3 credits Prerequisite: 6600:300, 6800:305. Examines the concepts and complexities of selling on a global basis. Covers international and cross-cultural aspects of selling, sales management, and negotiations. Text: L. Fargo Wells, Selling to the World, New York, McGraw-Hill, 1996. Course Objectives: Knowledge: * To develop an understanding of the vocabulary, concepts, and processes within the field of global selling. * To develop an understanding of the added complexities of selling outside of one's own domestic market and the difficulties of cross cultural sales negotiation. * To develop an elementary understanding of how to recruit, deploy, motivate, evaluate, and generally manage a global sales force. Skills: * To improve the student's selling skills. This includes the ability to creatively determine what the other side really wants, to creatively determine an appropriate solution, and to persuade the other side. * To develop the ability to plan for effective global sales negotiations. * To improve the student's communication skills, especially listening, nonverbal, written, and oral). Competencies: * To develop a professional orientation toward global selling. * To gain confidence in global sales interactions. * To develop an appreciation for the benefits derived from the effective management of time, information, customer relations, and technology. Tests: Two tests will be administered during the semester. Please make every effort to take the tests with the rest of the class on the dates scheduled. The second exam will be administered during Final Exam Week and will be comprehensive, but with an emphasis on the material covered after the first test. Professional Activity Report: Each student will select one of the following projects for this activity. Both a written as well as an oral report to the class are required for this course. * Conduct a personal interview with an executive who has engaged in global selling over a long period of time. You need to identify such a person, make the contact and schedule the interview, personally visit the professional, and ask a series of at least 7 questions on the material we cover in this class. Please prepare a summary of the interview in a question-and-answer format. In your report, please identify the person interviewed and his/her job title. Also please provide a brief description of the person's career and explain why he or she was selected for this assignment. You need to send the person a thank-you card or letter and attach a copy of this to your report as part of this assignment. * Spend a day in the field with an executive who engages in global selling. Write a report on your experiences with the person. * Write a 4-5 page summary and analysis of any article published within the past 5 years in the Negotiation Journal, Journal of Personal Selling and Sales Management, Journal of International Marketing, or in Journal of International Business that is highly related to what we cover in this class. Your report must go beyond a simple summary of the article by explaining how the article relates to what we cover in this class. One-half of the grade will be based on the quality of the summary and the other half will be based on the report's analysis of how the article relates to course material. Consequently, please select an article that is highly related to our course. Please attach a copy of the article to your report. * I am also willing to consider other types of professional activities, such as: writing a report analyzing your own global selling experiences, reviewing a book on the subject, or another relevant project. If you have an interest in any of these alternatives, please let me know and I will be glad to consider your proposal. Written Case Reports: (detailed) In-class Discussion and SPE: (detailed) Attendance: (detailed) Schedule: Week 1: Review syllabus. Discuss Chapter 1 - Bring the World to your Doorstep and Chapter 2 - Preparing for the Export Venture Week 2: Conduct Skill Practice Exercise. Return to CBA 139 for debriefing. Discuss Chapter 5 - Distribution Strategies: Who on Earth? Week 3: Conduct Skill Practice Exercise. Return to CBA 139 for debriefing. Discuss Chapter 9 - Selling Tactics and Searching for Leads: Introducing Your Product Overseas Week 4: Discuss Chapter 10 - Responding to Overseas Sales Inquiries. Discuss Case 1 and deadline for submitting the Written Case Report Week 5: Discussion of Cross Cultural Sales Negotiation Week 6: "Professor for a Day" - sponsored by the UA Alumni Association Week 7: Conduct Skill Practice Exercise. Return to CBA 139 for debriefing. Week 8: Test 1 Week 9: Discuss Case 2 and deadline for submitting the Written Case Report Week 10: Conduct Skill Practice Exercise. Return to CBA 139 for debriefing. Discuss Chapter 11 - Selling Overseas Week 11: Conduct Skill Practice Exercise. Return to CBA 139 for debriefing. Discuss Case 3 and deadline for submitting the Written Case Report. Week 12: Discuss Chapter 12 - The Anatomy of an Export Transaction. Week 13: Discuss Chapter 14 - Getting Paid: Letters of Credit and Payment Terms and discuss Case 4. Deadline for submitting the Written Case Report. Week 14: Discussion of "Managing the Global Sales Force." Week 15: Deadline for submitting Professional Activity Reports. Each student will also make a 5-7 minute oral presentation to the class. Also, deadline for submitting additional research project by graduate students. Week 16: Test 2.
Bibliography
. Brake, Terence, Danielle Medina Walker, and Thomas Walker (1995), Cross Cultural Success, New York: McGraw-Hill. Cateora, Philip R. and John L. Graham (1999), International Marketing, Irwin/McGraw-Hill Publishing. Ghauri, Pervez N. and Jean-Claude Usunier (1996), International Business Negotiations, Tarrytown, NY: Elsevier Science. Kotabe, Masaaki and Kristiaan Helsen (2000), Global Marketing Management, New York: John Wiley & Sons, Inc. Schuster, Camille P. and Michael J. Copeland (1996), Global Business: Planning for Sales and Negotiations, Forth Worth: The Dryden Press. Terpstra, Vern and Lloyd C. Russow (2000), International Dimensions of Marketing, South-Western College Publishing. Wells, L. Fargo (1996), Selling to the World, New York: McGraw-Hill.