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ISLA IPGT 26127

International sales and business

Executive MBA
  • ApresentaçãoPresentation
    This curricular unit focuses on developing strategic and practical skills to work in the context of international B2B sales. Students will learn to understand the buying process in global markets, select target markets, create competitive offers and use advanced tools such as PREGA and CUPIDIS to convert leads into sales. In addition, they will be trained to draw up a Sales Road Book, aligning prospecting and pipeline management strategies, promoting commercial effectiveness in international environments.
  • ProgramaProgramme
    Introduction to the international B2B purchasing process Selection of international markets and competitive offers International prospecting tools and strategies Use of PREGA and CUPIDIS tools for pipeline conversion Development of a B2B sales road book
  • ObjectivosObjectives
    Understand the stages and dynamics of the purchasing process in international markets. Identify target markets and align competitive offers with local needs. Apply effective techniques and tools to attract new customers in international markets Master the use of PREGA and CUPIDIS to optimise the management and conversion of leads into sales. Create a practical strategic plan to guide commercial actions in international B2B markets.
  • BibliografiaBibliography
    Pereira, José Carlos. Chegar e Vender. Editora Contraponto (2024).  Ghemawat, Pankaj. Redefining Global Strategy: Crossing Borders in a World Where Differences Still Matter. Harvard Business Review Press, 2007. ISBN-13: 978-1422103174. Khanna, Parag. The Future Is Asian: Commerce, Conflict, and Culture in the 21st Century. Simon & Schuster, 2019. ISBN-13: 978-1501196263.  
  • MetodologiaMethodology
    Active participation of trainees/participants. Group dynamics. Qualitative assessment of the PREGA sales approach model and international road map. The assessment methodology for this course will consist of two main components. Participation and work in class (60%) will assess the students' active contribution to discussions and practical exercises related to the syllabus, such as analysing markets and prospecting. Practical group work (40%) will consist of drawing up a B2B Sales Road Book, applicable to a real international market, and will be assessed on the depth of analysis, practical applicability and strategic coherence. This approach guarantees a balance between formative, collaborative and summative assessment.
  • LínguaLanguage
    Português
  • TipoType
    Anual
  • ECTS
    1
  • NaturezaNature
    Mandatory
  • EstágioInternship
    Não