International brand management

Description

This course will help you deepen knowledge in the sales function from both the managerial and marketing perspectives. You will understand the organization of the sales function and its main challenges. More particularly, you will learn how to manage the sales force from the recruitment to the evaluation. You will also learn about personal selling techniques, which extend from detecting a need, to closing the deal with a customer. You will be able to demonstrate these selling techniques through simulations.

Compétences visées

Upon completion of this course, students should be able to
- (level 3) provide an introduction to a management approach to innovation
- (level 1) describe the changing views of innovation over time
- (level 1) identify identify the factors organisations have to manage to achieve success in innovation
- (level 4) examine the different forms of protection available for a firm’s intellectual property
- (level 1) recognize the importance of innovation and the role of key individuals within the process
- (level 4) analyze the innovation management practises of a firm
- (level 2) discuss the technical, financial and organisational obstacles that have to be overcome to bring an invention to the market

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