Courses / Module

• Critically evaluate the sales process and its role in generating turnover;
• Appreciate the key concepts within international business-to-business marketing including implications of international relationship marketing for efficient business management and improved performance;
• Appraise of the differences between key international markets;
• Evaluate the role of different prospecting tools within the sales process and how they apply in different markets;
• Evaluate the role of key account management in international selling; and
• Analyse the decision making process within organisational buying and deliver appropriate communication responses.

• This module will be delivered by lectures along with additional reading and study materials provided by the module lecturers. Journal articles provided in advance will enhance acquisition of key knowledge, and this will be developed in class through case study examples, and in-class exercises of an individual and team nature. Guest speakers from industry will be used to put material in context. This module is delivered through four days of module content. The majority of the learning occurs in preparation for the taught element and project work that flows from the taught element. This involves individual independent study, reading and research, coupled with group work. Lectures are important signposts to learning, but are only part of the educational process at third level. The learning process has therefore been designed to provide students with two broad workload categories: a) Taught lectures with lectures exploring both required and self-directed reading material; and b) Individual reflection to develop students’ critical thinking skills. All students will be encouraged to engage in class discussion in order to facilitate the formation of their critical judgments. Teaching methods will be constructivist, i.e. they will be delivered in the form of scaffolding for the learner who will be encouraged to construct their learning under guidance and with intensive participation. Please note that the number of hours for planned learning activities and independent student activities will vary from student to student, depending on their capability to absorb and apply concepts and tools, and write up work.

• Module Graded (numeric value) or Ungraded (Pass/Not Passed): Graded

• Pass standard: 40%
• Could the result of this module be capped? No
• Penalties: Students are expected to attend all lectures, seminars, and workshops. Where attendance falls below 75%, a student is deemed to have not passed a module. Standard School of Business penalties apply for late submission of assignments; 10% is deducted for each 24 hours (or part thereof) that an assignment is submitted after the official submission deadline. Personal exceptional circumstances policy of the School of Business and University may apply.

• Are supplemental/resit registrations permitted? Yes
• Students are permitted to repeat an element of the module should they fall below the Pass standard in their first attempt.
• Is Supplemental Continuous Assessment registration permitted? Yes
• Is Supplemental Continuous Assessment capped? Yes

For a full timetable search, go to NUIM Timetable. Venue locations can be found here.