International sales & pricing

Establishing and maintaining a competitive customer interface is one of the major challenges for every company to assure successful revenue and profit management. The course will enable students to understand the setup and the optimization levers of the customer interface of a company doing international business. This includes market segmentation and channel management. Furthermore, the students study the five building blocks of an efficient sales organization are introduced. The students get to know the four major sales approaches: Key Account Management, General Sales Force, Distribution Partners and the Internet. The fundamentals of International Pricing, i.e. Pricing Strategy, Pricing for Market Entry, Transaction Pricing and Standardization vs. Differentiation in International Pricing are discussed as well as important special topics of international pricing: Gray markets, Transfer Pricing, Price Wars and new innovative ways of pricing.