Study Guide

Objective

You understand the basic elements of doing business in the global markets, and you learn the process of internationalisation. You are able to make a business development plan to grow your sales in the designated markets and you learn the basic techniques in business modelling and customer segmentation. You learn to use customer understanding to design your approach to the markets in order to create value for the customers.

Content

- From local to global
- Key practicalities of international business
- Distribution channels and sales contracts
- Internationalisation process
- Creating a business model
- Customer segmentation
- Value proposition design
- Business development plan for sales growth

Materials

The course book is
Lyly-Yrjänäinen, J., Mahlamäki, T., Rintamäki, T., Saarijärvi, H., Tiitola, V. & Technology Industries of Finland. 2018. Sales in technology-driven industries. Helsinki: Teknologiainfo Teknova Oy.

Teaching methods

Key topics:
- From local to global
- Key practicalities of international business
- Distribution channels and sales contracts
- Internationalisation process
- Creating a business model
- Customer segmentation
- Value proposition design
- How to construct a Business development plan for sales growth

Lectures and workshops on campus

Evaluation scale

H-5