Arion

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Course Details

Sales Management

Prescriptor
Qualifications
TimeTable

Course Code	SALE841
EFTS	0.0833
Points	10.00
Level	8

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Prescriptor

Introduces students to the principles and practices of international B2B sales leadership through an interactive, experiential and pragmatic learning environment. The course develops the capabilities required to lead commercial relationships across cultures, industries and diverse customer environments while strengthening managerial judgement, cultural intelligence and strategic communication. The course examines international sales within physical, digital and hybrid commercial environments, exploring the strategic, relational and operational decisions required to create sustainable competitive advantage in contemporary global markets. Through the AccelerAUTe Global Marketplace and International Sales Expedition, students engage directly with globally connected organisations, international executives and authentic commercial ecosystems to investigate how New Zealand organisations create, communicate and sustain value internationally. Industry best practice is explored through executive engagement, field-based investigation and contemporary international business cases. Students critically evaluate the roles of distributors, agents, brokers, strategic partners, independent representatives and commercial networks while developing evidence-based international sales solutions for authentic global business challenges.

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