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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