EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Teaching Methods
Lectures are based on slides, including practical examples, presented and discussed with
the lector. The course comprises a combination of formal lecture, colleague counselling
and discussing cases, placing particular emphasis on student participation. This will
support the ambition to enhance analytical-, diagnostic-, decision making, and
communication skills for students.
Evaluation
Oral exam
Business Partner Analysis
Semester Hours per week ECTS
Fall 1 2
Learning Outcomes / Course Objectives
Upon completion of the course the student will be able to:
� compile criteria for the evaluation and selection of business partners
� apply these criteria for contacting, negotiating and selecting potential business
partners
� define performance indicators for the evaluation of business partners
� negotiating cooperation frameworks and contracts/agreements
� structure and monitor communication, information flow and training
� monitor and instruct business partners
� monitor and continuous alignment of cooperation
� manage a multi-channel sales network
� establish lasting business relationships
� factor juridical considerations within rules and regulations of the European Union
Prerequisites/Level
None
Course Description
A business partner is an organization or natural person, with concerns of interest. In the
context of „Marketing and Sales― these are also referred to as „Channel Partners―.
The schedule of the content of teaching is as follows:
� Evaluation and selection of business partners
� Search, selection and application of customers and business partners under
special consideration of own marketing efforts (Product launch, sales processes of
a product or provision of service) supporting partners
� Linkage of storage and inventory handling, JIT Programs, Price structure and
payment methods
Literature
Distribution Channels: Understanding and Managing Channels to Market, Julian Dent,
Kogan Page 2008
Rosenbloom, Bert, Marketing Channels: A Management View, South-Western College Pub;
7th ed. 2003
Teaching Methods
Lectures (case studies, models and theory, examples)
Evaluation
Written examination
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