· International marketing and exporting
- Influence of distance and time. The nature of international marketing. Export marketing planning and strategy: The export sales plan. Potential benefits from export marketing. International trade theories. Export behaviour theories. Export motives. The development of export in the firm: Export selling techniques, Tables of countries, statistics, codes and currencies.
· International Trade: Better importing
- The import sales plan. Product sourcing and evaluation suppliers. Timing of deliveries. Import licensing.
· The international environment
- Economic forces. Socio-cultural environment. Political/legal environment. Competition.
· Export market selection: definition and strategies
- Market definition and segmentation. Export market expansion strategies. Sources of information. Export marketing research. Customs code, EU goods circulation and transit
· Export market entry strategies
- Entry as strategy. Factors influencing. Selecting the entry mode: joint-venture, franchising, licensing. Using free trade areas. International contracts: distribution, technology transference.
· Export entry modes
- Indirect export. Direct export. Market exporting.
· Nonexport entry modes
- Alternative modes of entry. Manufacturing facilities. Assembly operations. Strategic alliances.
· The export order and physical distribution
- Handing the export order. Physical distribution: logistics. Structure of international physical distribution. Incoterms. Guarantee and Security. Customs relief's: export and import documentation.
· International Transport
- Transit packaging, marking and labeling. Maritime transport. Aerial transport. Transport by truck. Transport by train.
· International financing and methods of payment
- Export financing methods/terms of payment. Payment/financing procedures: cash in advance open account, bills of exchange. Export credit insurance: letter of credit. Counter trade. Services contracts: factoring, forfaiting, leasing. VAT and exports.
· Strategic Options of the Company in the International Markets
- Positioning. New Markets. Global Markets. M.I.S. (Marketing Information System). Market Segmentation and Target Markets. Consumer Markets and Buyer Behaviour. Business Markets and Business Buying Behaviour. Dealing with the Competition
· The Market Research at an International Level
- Marketing Research. Market Intelligence: Information is Power.
· The International Policity of the Product
- The International Policy of the Product. Product Lines and Brands. The Marketing of Services.
· Pricing Policity
- Pricing Policy. Pricing decisions. Pricing Strategies.
· Global Sourcing
- The distribution in the International Sales. Distribution: Marketing Channel. Retailing, Wholesaling and Market Logistics.
· The Direction Of International Sales
- The direction of International Sales. The Sales Force.
· International Communication
- The International Advertising. The International Promotion. Promotion and Marketing Communication. Integrated Marketing Communications. Advertising. Direct and On-line Marketing
· International Marketing Planning
- International Marketing Planning. Strategic Marketing Planning.
· Organization, Coordination and Control of International Marketing
- The Organization and control of the International Marketing. Marketing Audit: Organization, Coordination and Control.