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To see the BA accreditation seal for the International Sales and Marketing Program, please click here

To read the Study, Internship and Examination Regulations for the Marketing and Management Program, please click here

To read the Study, Internship and Examination Regulations for the International Sales and Marketing in Bachelor level, please click here

To read the Marketing and Management/International Sales and Marketing Program Handbook, please click here

Marketing and Management / International Sales and Marketing

The International Sales and Marketing study program is a 1.5 year (3 semesters) top up study program. It builds upon 2 years (4 semesters) of Marketing and Management studies.

Departing from the IBCM’s motto “From Theory to Practice”, the Marketing and Management program and International Sales and Marketing top up program focuses on applying theoretical concepts to practical business problems in the real world. The Marketing and Management program and the International Sales and Marketing top up program have practical relevance, because they prepare the students to become the new entrepreneurs with knowledge and understanding of the market. They are being trained to develop strategies towards reaching set objectives and to make decisions based on accurate information. The program enhances students’ analytical thinking and develops students’ capacity to understand and find solutions to real world marketing, management and sales problems. At the end of their studies, students have an overall understanding of business mechanisms that are in place today. During the project week, which is organized each semester, students work on solving specific issues from the real business world, which they could face after graduation. Working in a team, students have the possibility to apply the knowledge they have gained in the course of their studies to concrete examples. Students could have the task to explain the marketing strategy, the way to negotiate with clients, ways of setting the optimal prices for products, the ways to spot the main macroeconomic indicators of a country of operation, the process of budget preparation and the analysis of financial statements and the profitability measures of a company, bank or organization. During the semester the students have the chance to visit local companies and meet with entrepreneurs, who present their particular businesses and issues they cope with. Students are then given project tasks to propose solutions for particular issues, based on their own research and analysis.

A very important part of the Marketing and Management and International Sales and Marketing programs is an obligatory internship in the fourth and seventh semester of studies. The internships are taking place in local or international companies, which students choose according to their professional orientation. Doing an internship provides valuable experience and an opportunity to apply while studying at IBCM.

The IBCM Marketing and Management program incorporates strategic analysis of the company and the surrounding world. It identifies the forces of the macro and micro environment that influence businesses as well as the core competences of the companies providing a basis for their competitive advantages. In line with that, company’s marketing mix is studied, with attention to each of its elements. Special emphasis is given to the market, presenting the principles of its functions. Companies’ communication, organization and management are studied as important factors for success in the market. In addition, sales and negotiation processes and techniques are part of the program as crucial in acquiring customers and building long-term relations with them as a way to achieve sustainable competitiveness. Entrepreneurship is included with its focus on the small business development. An important part of the program is the internationalization of the companies in times of open markets and globalization. Having in mind the necessity of companies to deal with the public institutions and face the challenges of the Euro-integration processes, public sector and European Union institutions and regulations are an integral part of this program.

The purpose of the Sales and Marketing bachelor top-up program is to educate Bachelor students within International Sales and Marketing to independently and professionally perform duties related to international business in the marketplace – not only in small and medium-sized businesses, but in particular within international business-to-business sales. The Sales and Marketing bachelor top-up program provides an analysis of current and potential customers, their strategic situation, needs and wants as a basis for an assessment of a company's total activities. That includes analysis of effectiveness in a company's supply chain with a view to determining the company's core competencies and ability to cover the customers' needs. Having the focus on international sales and marketing, special attention is placed on the organisation of the sales department – strategically, tactically and operationally, as well as on the rules concerning international contracts and international sales of goods and services. The economic and financial foundation of the sale is also important aspect that is taken into consideration. Since meeting customers’ requirements is not enough in the face of strong competition, complex forms of competition are studied, with the view on competitors’ supply chain. Special importance is given to innovations as an important factor influencing a company’s growth, its organization and supply chain. All of the above feeds into the development, implementation and follow-up of sales and marketing strategies.

Besides the difference in the content, the AP and Bachelor’s programs are different in their approaches. Guidance in achieving creative thinking and independence in solving interdisciplinary problems is the main principle of the Sales and Marketing bachelor top-up program. In that direction, there is less conceptualization (in-class learning) and more experimentation (in-lab learning) and experience (in-field learning), leading to reflection (competence gaining). The teacher’s role is more of a councillor and less of a lecturer. In that way, the IBCM’s motto “From Theory to Practice” is fully accomplished.

After graduation with Bachelor degree in International Sales and Marketing students should have the knowledge, skills and competencies to go directly into local or international business life or to continue into further higher education.

The learning outcomes of the AP degree program in Marketing and Management are as follows:

Knowledge

The graduate will have knowledge of: 

-         The strategic and financial structure of the business;

-         Fundamental socio-economic conditions;

-         Concluding the sale;

-         Business legal matters, including legislation on marketing and competition;

-         Methods for solving complex and practice-based problems within Marketing and Management.

Skills

The graduate will be able to:

-         Conduct an international market assessment;

-         Assess and implement problem-oriented projects within marketing-related subjects;

-         Communicate practice-based problems and solution proposals in English;

-         Draw up relevant solution proposals within marketing-related problems on an analytical basis;

-         Assess business and socio-economic conditions;

-         Assess business legal problems in relation to national and international trade;

-         Assess organizational, logistic and management problems.

Competencies

The graduate will be able to:

-            Participate in professional and interdisciplinary cooperation in the development of the marketing strategy and internationalization of the business;

-            Handle development-oriented situations on a national and international level within sales and marketing;

-            Handle the planning of marketing and sales for the business as well as participate in the implementation in this connection;

-            Acquire skills and new knowledge, with regard to what was achieved in the program;

-            Handle the opportunity for action for the economic development of a business in consideration of the socio-economic conditions;

-            Participate in professional and interdisciplinary cooperation with a professional approach in English, and possibly another foreign language, in writing and orally.

The learning outcomes for the Bachelor International Sales and Marketing top-up study program are as follows:

Knowledge

The graduate will:

-            have knowledge and understanding of practice, applied theory and methods in business (sales and marketing) management in an international context;

-            be able to understand and reflect upon central theories and models necessary for business-to-business sales and marketing management.

Skills

The graduate will:

-            be able to develop, assess and implement international sales strategies for different business types (industry, sizes, resources etc.) and apply relevant models to the implementation of product and concept development in business;

-            be able to analyze, assess and apply legal methods and tools to support the sales performance in an internationally focused company;

-            be able to assess the competitive position of a business as a basis for the preparation of the company's marketing mix with a focus on the sales effort;

-            be able to substantiate and communicate the chosen strategies into a sales plan for the relevant parties;

-            be able to create a motivating environment in the sales department and develop and implement sales meetings with a focus on the economic results and human contribution. 

Competencies

The graduate will:

-            be able to stay informed of and identify the need for relevant economic and legal information surrounding international business assignments;

-            be able to form part of multidisciplinary teams related to the company's work and be able to independently plan and implement assignments related to international sales;

-            be able to develop, manage and implement strategies, starting from different complex situations and with the involvement of relevant parties;

-            be able to enter into work towards the sales performance in a business with independent responsibility at management level;

-            be able to attain competencies for further education;

-            develop independence, the ability to co-operate and the ability to create something new;

-            develop an interest in and ability to actively co-operate in a democratic society. 

The Academy Profession (AP) degree in Marketing and Management and the Bachelor degree in International Sales and Marketing are double issued by the IBCM and the Lillebaelt Academy of Professional Higher Education (EAL).

Modules:

Semester	Modules at EAL	ECTS	Modules at IBCM	ECTS
1st semester	International marketing and sales	10	International marketing and sales	7
	Economics	5	Economics	5
	Communication, organization and management	10	Communication, organization and management	10
	Business law	5	European studies and the public sector	8
		30		30
2nd semester	International marketing and sales	10	International marketing and sales	10
	Economics	5	Economics	5
	Communication, organisation and management	5	Communication, organisation and management	5
	Business law	5	Basic EEC and international trade law	5
	Optional subject	5	Principles of entrepreneurship	5
		30		30
3rd semester	International marketing and sales	10	International marketing and sales	10
	Economics	10	Economics	10
	Communication, organization and management	5	Communication, organization and management	5
	Optional subject	5	Advanced entrepreneurship	5
		30		30
4th semester	Internship	15	Internship	15
	AP project	15	AP project	15
		30		30
AP degree in Marketing and Management		120		120
5th semester	The customer as a starting point	15	Sales and marketing	11
	Industry and competitors	5	Supply chain management	3
			Economics	4
			Organisation and management	3
			Business law	4
	Theory and methods	5	Philosophy of science and research methodology	5
	Innovation	5
		30		30
6th semester	Developing the sales base	10	Sales and marketing	8
	The technical and operational sales performance	5	Economics	4
	Implementation and follow up	5	Organisation and management	4
			Supply chain management	4
	Specialisation	10	Specialisation	10
		30		30
7th semester	Internship	15	Internship	15
	Bachelor project	15	Bachelor project	15
		30		30
Bachelor top up degree in International Sales and Marketing		90		90