3 ECTS credits
75 h study time

Offer 1 with catalog number 8020289GNR for all students in the 1st semester at a (G) Postgraduate - preliminary level.

1st semester
Enrollment based on exam contract
Grading method
Grading (scale from 0 to 20)
Can retake in second session
Taught in
Faculty of Social Sciences & SolvayBusinessSchool
ES Academische eenheid
Educational team
Decaan ES (course titular)
Activities and contact hours
12 contact hours Lecture
Course Content

The course provides a comprehensive overview of principles, processes and practical techniques and tools to manage international sales more effectively and efficiently.


  • Overview of key success factors and traits in the international sales profession
  • Knowledge of international sales models
  • Practical theory on international market research and development of export plan
  • The buying cycle of an international customer
  • Creating meeting opportunities with customers abroad
  • Building high quality international relationships
  • Practical tools to improve efficiency
Course material
Course text (Recommended) : International Sales Techniques
Additional info


Learning Outcomes

General competences

By the end of the course, the student will have acquired the following knowledge and competences:

Identifying international business opportunities:

  • The participant is able to assess himself in relation to the key competences and traits for international trade
  • The student has understanding and is able to apply an valid international sales model to his/her specific business
  • The participant knows how the analyze the international market and create a compelling value proposition

Practical organization and execution of international selling:

  • The student has insights in the buying process of the client and is able to create various touchpoint to influence and service the client
  • The participant is able to create value for an international client based on the customers needs and buying criteria
  • The participant is able to identify the local and international decision making unit
  • The student has knowledge of practical communication and reporting tools to help him build a strong professional relationship with the customer
  • The participant is able to negotiate and close profitable deals


The final grade is composed based on the following categories:
Other Exam determines 100% of the final mark.

Within the Other Exam category, the following assignments need to be completed:

  • Paper + Defence with a relative weight of 100 which comprises 100% of the final mark.

    Note: Individual paper, orally defended

Additional info regarding evaluation


Allowed unsatisfactory mark
The supplementary Teaching and Examination Regulations of your faculty stipulate whether an allowed unsatisfactory mark for this programme unit is permitted.

Academic context

This offer is part of the following study plans:
Postgraduate Certificate International Trade and Investment: Standaard traject
Postgraduate Certificate Flagship Programme in Economic Diplomacy and International Business: Standaard traject