ST TUD DY G GUID DE - Skema Business School

CODE DU
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travail / Student
workload
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d’enseignement
/ Teaching
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d’enseignement
/ Teaching
period
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du cours /
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cours / Course
description
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English
15h
Proficiency in English
Semester 2
Michel FELIX
Michel FELIX
Michel FELIX
ELECTIVE COURSES S2
International Business Development: Managing an Export Project
Travail individuel et/ou de groupe / Personal &/or
Team Work
65
Evaluation / Evaluation
This module focuses on an essential firms’ activity in international business: Exporting to foreign countries. Exporting is becoming
increasingly important as companies in all parts of the world step up their efforts to supply and service markets outside their national
boundaries. This elective is entirely dedicated to address this issue: How to do to manage an export project? Its overall objective is to
enable students to apply the methodology which allows handling export operations, from the selection of the fitted offer for the target
markets, up to the market entry solutions and the control and the follow up of the export sales. Starting from real projects, students will be
invited to study an export opportunity and will have to propose a commercial plan in using “the step by step method” learnt in this elective,
including a diagnosis and some commercial recommendations concerning export costs analysis, export price, incoterms, distribution, legal
regulations…... This method is illustrated by numerous case studies in order to be capable to carry out an export project in a situation as
close as it is possible to that of an export manager. This semester-two elective will deepen the technical part of the control and the follow up
of the export sales.
Knowledge and Understanding (subject specific)
By the end of this course, the student is expected to :
• Understand methods which allow to assess whether the selected offer can create values on a market,
• Be able to use secondary data (internal and external) to analyze the commercial potential of a foreign market in B2B and B2C,
• Be able to appreciate the lawful and physical accessibility of the target market,
• Understanding how to conduct, collect and analyze a primary research (qualitative and quantitative) to capture the conditions of
customer’s behaviour on the target market,
• Be able to calculate export costs analysis, to decide on export pricing, to choose incoterms and the degree of integration of
distribution channels, to take into account legal regulations….,
• Be able to work out an export offer and to follow it up.
Cognitive/Intellectual skills (generic)
The student is expected to :
- Be able to choose and apply the most suitable methods, available at each step of the overall export approach, according to the