Master in foreign trade & international marketing

· 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.