BBUS B8024 - Selling Across Cultures

Module Details

Module Code: BBUS B8024
Full Title: Selling Across Cultures
Valid From:: Semester 1 - 2019/20 ( June 2019 )
Language of Instruction:English
Duration: 1 Semester
Credits:: 10
Module Owner:: Mairead McKiernan
Departments: Unknown
Module Description: This module helps students build their awareness, knowledge and skills of perception and cultures to allow them to build trust and credibility in the global sales arena. Blended learning techniques will be integrated into the design and delivery of the module.
 
Module Learning Outcome
On successful completion of this module the learner will be able to:
# Module Learning Outcome Description
MLO1 Identify and analyse the nature and impact of perception and culture in an international context
MLO2 Demonstrate an understanding of cultural differences in social and business interactions across cultures
MLO3 Discuss the role of Sales in today's business environment
MLO4 Explain the importance of Ethics and CRM in Sales Management
MLO5 Critically review a firm's International Sales Strategy
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named DkIT module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
No recommendations listed
 
Module Indicative Content
Building intercultural understanding
Developing intercultural awareness, knowledge and skills, separating observation from interpretation. Culture shock, opportunities and challenges of cross-cultural communications, perception
Intercultural Business Communication
Language construction and diversity. Oral and non-verbal communication patterns. Global etiquette. Business and social customs
Intercultural Negotiation Process
Steps in the negotiation process, importance of haptics, chronemics, and proxemics
Sales Management
Sales and marketing. Integrating sales and marketing. The role of selling. Salespeople’s skills, knowledge and behaviours. The prospecting process. Preparing to meet the client. Closing the sale.
CRM Systems
Customer Relationship Management (CRM) systems. A process for successful CRM implementation. Assessing CRM performance. Casestudies.
Ethics in Sales
Sales ethics are they really that important? A typology of unethical sales behaviour. Sales management actions to prevent unethical sales behaviour.
International Selling
The international selling process. Foreign market entry. Organizing and managing the international selling effort. Special issues affecting international selling and sales management.
Module Assessment
Assessment Breakdown%
Course Work50.00%
Final Examination50.00%
Module Special Regulation
 

Assessments

Full-time

Course Work
Assessment Type Presentation % of Total Mark 50
Marks Out Of 0 Pass Mark 0
Timing S1 Week 12 Learning Outcome 1,2,3,4,5
Duration in minutes 0
Assessment Description
Group project/presentation based on a firm's International Sales Strategy in an intercultural context. This will include a question and answer session.
No Project
No Practical
Final Examination
Assessment Type Formal Exam % of Total Mark 50
Marks Out Of 0 Pass Mark 0
Timing End-of-Semester Learning Outcome 1,2,3,4,5
Duration in minutes 0
Assessment Description
End of year final written examination

DKIT reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full-time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 4.00 4
Independent Study Non Contact No Description Every Week 7.00 7
Directed Reading Non Contact No Description Every Week 7.00 7
Total Weekly Learner Workload 18.00
Total Weekly Contact Hours 4.00
Workload: Part-time
Workload Type Contact Type Workload Description Frequency Average Weekly Learner Workload Hours
Lecture Contact No Description Every Week 3.00 3
Directed Reading Non Contact No Description Every Week 8.00 8
Independent Study Non Contact No Description Every Week 7.00 7
Total Weekly Learner Workload 18.00
Total Weekly Contact Hours 3.00
 
Module Resources
Recommended Book Resources
  • Chaney, Lillian & Martin, Jeanette. (2014), Intercultural Business Communication, 6th. Pearson New International Edition, UK, [ISBN: 9781292039664].
  • Monaghan, Leila, Goodman, Jane E & Robinson, Jennifer M. (2012), A cultural approach to Interpersonal Communication: Essential Readings, 2nd edition. Wiley-Blackwell, UK, [ISBN: 9781444335316].
  • Lancaster & Jobber. (2015), Sales Management, Pearson, [ISBN: 9781292078007].
  • Paolo Guenzi, Susi Geiger. (2011), Sales Management: A multinational perspective, 1st. Macmillan International Higher, [ISBN: 9780230245952].
  • Bill Donaldson, Javier Marcos Cuevas, Régis Lemmens. (2015), Sales Management: Strategy, Process and Practice, 4th. Macmillan International Higher, [ISBN: 9781137355102].
  • Furtado, Peter. (2017), Histories of Nations, 2nd edition. Thames & Hudson Ltd., [ISBN: 9780500293003].
  • Marshall, Tim. (2016), Prisoners of Geography, Elliott & Thompson Ltd, [ISBN: 9781783962433].
Supplementary Book Resources
  • Philippe Lasserre. (2018), Global Strategic Management, 4th. Macmillan International, London, [ISBN: 9781137584588].
Recommended Article/Paper Resources
  • The Economist, The Economist.
Other Resources
  • website, Future Learn. (2019), Intercultural Communications.
  • website, Future Learn. (2019), Developing Intercultural Competence.