Objectifs pédagogiques :
ü Adopter les comportements et techniques nécessaires à la conclusion de vente en B to B
ü Préparer une stratégie d’entretien de vente et négociation efficace
ü Susciter l’action dans le cadre d’une argumentation engageante
ü Préparer une stratégie de négociation favorisant la signature d’accords « gagnant -gagnant »
ü Maitriser la conduite de la négociation et déjouer les situations déstabilisantes
ü Savoir conclure des accords impliquants
Objectifs pédagogiques :
ü Adopter les comportements et techniques nécessaires à la conclusion de vente en B to B
ü Préparer une stratégie d’entretien de vente et négociation efficace
ü Susciter l’action dans le cadre d’une argumentation engageante
ü Préparer une stratégie de négociation favorisant la signature d’accords « gagnant -gagnant »
ü Maitriser la conduite de la négociation et déjouer les situations déstabilisantes
ü Savoir conclure des accords impliquants
This module aims to provide students with a comprehensive understanding of international trade and export development in a global and intercultural business environment. Learners will acquire the fundamental concepts of international commerce, its historical origins, and its current macroeconomic context, including key global actors and recent evolutions such as sustainability concerns and the questioning of globalization. By the end of the module, students will be able to assess whether a company is ready to export by conducting internal and external diagnostics and evaluating the benefits and risks associated with international expansion. They will learn to compare different export strategies, including direct and indirect export methods, and select the most appropriate approach according to a company’s profile and target market. The module also develops students’ awareness of intercultural differences in international business practices. Learners will understand how cultural, social, and institutional factors influence communication, negotiation, partnership building, and decision-making across borders. In addition, the module focuses on the operational aspects of export activities, such as identifying commercial partners, preparing international business trips, understanding legal and regulatory requirements, managing international transport and Incoterms, calculating export prices, and securing payments through appropriate financial and risk management tools. Finally, through a group project conducted in project-based learning mode, students will develop practical skills in designing, structuring, and presenting a coherent and culturally adapted export development strategy.
