EN
IT
Obiettivi Formativi
OBIETTIVI FORMATIVI: Fornire agli studenti know how, skills e abilities per realizzare tutte le fasi di un'operazione di export
CONOSCENZA E CAPACITÀ DI COMPRENSIONE: regole del commercio internazionale, tecniche di valutazione dei mercati, scouting di clienti e partners esteri, negoziazione, marketing, contratti, pagamenti e trasporti internazionali
CAPACITÀ DI APPLICARE CONOSCENZA E COMPRENSIONE: utilizzare siti internet (indicati durante le lezioni) per acquisire le informazioni per prendere decisioni corrette relative alle varie fasi di un'operazione di export
AUTONOMIA DI GIUDIZIO: essere in grado di interpretare i dati raccolti per scegliere le soluzioni migliori per l'impostazione di un'operazione di export
ABILITÀ COMUNICATIVE: interagire con controparti coinvolte in un'operazione di export in modo adeguato, utilizzando termini e concetti corretti
CAPACITÀ DI APPRENDIMENTO: essere in grado di utilizzare documenti e gestire problemi derivanti da un'operazione di export
L'insegnamento è finalizzato a fornire agli studenti la capacità di comprendere e implementare concetti, conoscenze, know-how, strumenti, buone pratiche relative al commercio internazionale, principalmente dal punto di vista operativo richiesto a livello aziendale, dopo una necessaria introduzione alle regole commerciali dell'OMC, come delineate nei suoi 6 accordi principali.
Al termine del corso, i partecipanti, grazie al rapporto interattivo con il docente e alla navigazione in Internet, dovrebbero essere in grado di utilizzare i più importanti mezzi disponibili nell'ambito del commercio internazionale, in modo da svolgere una serie di compiti e attività per le aziende impegnate in operazioni di esportazione, nonché per le istituzioni pubbliche a supporto degli operatori economici, o comunque per essere pronti ad affrontarli.
Un'attenzione particolare sarà dedicata alle esigenze pratiche delle aziende che operano nelle vendite internazionali, in particolare quelle relative alla valutazione dei mercati, allo scouting di clienti esteri, alle strategie di marketing internazionale, alle negoziazioni internazionali, ai contratti internazionali, ai pagamenti e alle garanzie internazionali, ai trasporti internazionali.
In tutti questi campi, verranno esaminati problemi e soluzioni, nonché saranno considerati aspetti correlati, come la protezione dei diritti di proprietà intellettuale.
In sintesi, il ciclo di seminari fornirà le competenze e il know-how richiesti per ricoprire la posizione di export manager, spesso vacante nelle 130.000 aziende esportatrici italiane e nei milioni di imprese esportatrici nel mondo.
Learning Objectives
LEARNING OUTCOMES: to provide students with know how, skills and abilities for carrying out all steps of an export operation
KNOWLEDGE AND UNDERSTANDING: international trade rules, techniques of markets assessment, foreign partners and clients scouting, international negotiations, marketing, contracts, payments, transport
APPLYING KNOWLEDGE AND UNDERSTANDING: to be able to make use of internet sites (quoted during lectures) in order to get pieces of information so as to take correct decisions relating to the several stages of an export operation
MAKING JUDGEMENTS: to be in the position to realize the meaning of collected data so as to choose the best solutions for the setting of an export operation
COMMUNICATION SKILLS: to interact with counterparts involved in an export operation properly, that is using correct terms and concepts
LEARNING SKILLS: to deal with documents and problems stemming from an export operation
The teaching is aimed at providing students with the ability of understanding and implementing concepts, knowledge, know-how, tools, good practices relating to international trade, chiefly from the operational perspective required at business level, after a necessary introduction to Wto trade rules, as outlined in its 6 main agreements.
At the end of the course, participants, thanks to the interactive relationship with the lecturer, and to internet surfing, should be able to use the most important means available in the framework of international trade, so as to carry out a set of tasks and activities for companies engaged in export operations, as well as for public institutions supporting economic operators, or anyway to be ready to tackle them.
A special focus will be devoted to practical needs for firms operating in international sales, especially those relating to markets assessment, foreign clients scouting, international marketing strategies, international negotiations, international contracts, international payments and guarantees, international transportation.
In all those fields, problems and solutions will be examined, as well as related aspects will be considered, such as the protection of intellectual property rights.
In short, the cycle of seminars will deliver skills and know-how requested for the export manager position, which is often a vacancy in the 130,000 exporting Italian companies, and in the millions of exporting enterprises around the globe.
Prerequisiti
Nessuno necessario, ma la conoscenza di diritto internazionale, commerciale, e di tecnica bancaria facilitano il processo di apprendimento
Prerequisites
No prerequisite is required, but the knowledge of international law, commercial law and techniques of financial operations facilitates the learning process
Programma
Lezione 1 Concetti di globalizzazione, internazionalizzazione, principi delle regole commerciali e accordi Wto
Lezione 2 Valutazione dei mercati esteri e Business Intelligence I parte
Lezione 3 Valutazione dei mercati esteri e Business Intelligence II parte
Lezione 4 Strategie di marketing internazionale
Lezione 5 Negoziazioni internazionali
Lezione 6 Contratti internazionali
Lezione 7 Pagamenti e garanzie internazionali
Lezione 8 Trasporti internazionali e Incoterms
Program
Lecture 1
Concepts of globalisation, internationalisation, principles of trade rules and Wto agreements
Lecture 2
Market assessment and Business Intelligence I part
Lecture 3
Market assessment and Business Intelligence II part
Lecture 4
International marketing strategies
Lecture 5
International negotiations
Lecture 6
International contracts
Lecture 7
International payments and guarantees
Lecture 8
International transportation and Incoterms
Testi Adottati
Per superare l'esame, gli studenti devono studiare le slides del docente, che vengono inserite nella sezione apposita del sito.
Inoltre, gli studenti riceveranno in classe (su una chiavetta USB) una cartella con ulteriore materiale, utile non solo per l'esame, ma anche per l'esecuzione di operazioni commerciali relative al commercio internazionale.
Books
In order to pass the exam, students have to study lecturer's slides, which are uploaded on the website in the appropriate section "Teaching material".
Moreover, students will receive in class (using a memory stick) a folder with further materials, useful not for the exam, since for executing business operations relating to international trade.
Bibliografia
Sono opzionali i seguenti testi:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione", FiscoeTasse (Maggioli Editore), di Massimiliano Di Pace, Isbn 9788891640680, Febbraio 2020
Bibliography
The following texts are optional:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione" (The business plan for enterprises internationalisation), editor FiscoeTasse (Maggioli Editore), author Massimiliano Di Pace, Isbn 9788891640680, February 2020 (in Italian language)
Modalità di svolgimento
Le lezioni si terranno in aula con didattica tradizionale in presenza.
Il docente commenterà le slide, navigherà nei siti internet con banca dati, richiamerà situazioni operative, per le quali vengono forniti problemi e soluzioni.
Il docente è disponibile dopo la lezione e tramite comunicazioni via email.
Teaching methods
Lectures will be provided in classroom in traditional face-to-face teaching.
The lecturer will comment slides, surf in internet sites with databank, recall operational situations, for which problems and solutions are provided.
The lecturer is available after the lecture and via email communications.
Regolamento Esame
Solo gli studenti che frequentano almeno l'80% delle lezioni programmate (ovvero 6 su 8) potranno ottenere i 3 CFU.
Per ottenere i 3 CFU, gli studenti dovranno superare un esame orale, basato su 3 domande volte a verificare le conoscenze e le abilità derivanti dalla partecipazione al corso.
La prima domanda riguarda la parte teorica del corso (Lezioni 1-2), la seconda domanda riguarda la parte relativa alle tecniche di esportazione (tutte le altre lezioni), e la terza riguarda la ricerca di dati contenuti nei siti web ufficiali che forniscono informazioni utili per la gestione di un'operazione di esportazione, come spiegato durante la didattica.
Exam Rules
Only students attending at least 80% of the scheduled lectures (that is 6 out of 8) will be allowed to obtain the 3 CFUs valid for the Extra-Activities.
In order to obtain the 3 CFU credits for the extra activities, students are required to pass an oral exam, based on 3 questions aimed at verifying the knowledge and abilities stemming from the participation to the course.
The first question is on the theoretical part of the course (Lectures 1-2), the second question on the part relating to export techniques (all other lessons), and the third on the search of data contained in official websites providing useful information for the management of an export operation, as explained during the teaching.
EN
IT
Aggiornato A.A. 2023-2024
Introduction to the seminar of International Trade
The teaching is aimed at providing students with the ability of understanding and implementing concepts, knowledge, know-how, tools, good practices relating to international trade, from the macroeconomic point of view, as well as from the operational perspective necessary at business level.
At the end of the seminar, the participants, thanks to the interactive relationship with the lecturer, and to internet surfing, should be able to use the most important means available in the framework of international trade, so as to carry out a set of tasks and activities for companies and public institutions, or anyway to be ready to tackle them.
A special focus will be devoted to practical needs for companies engaged in international trade, especially those relating to markets assessment, international marketing strategies, international negotiations, international contracts, international payments and guarantees, international transportation.
In all those fields, problems and solutions will be examined, as well as connected aspects will be considered, such as the protection of intellectual property rights.
In short, the seminar will deliver skills and know-how requested for the export manager position, which is often a vacant position in the 130.000 exporting Italian companies, and in the millions of exporting enterprises around the globe.
TOPICS
Lecture 1
Concepts of globalisation, internationalisation, principles of trade rules and Wto agreements
Lecture 2
Market assessment and Business Intelligence
Lecture 3
International marketing strategies
Lecture 4
International negotiations
Lecture 5
International contracts
Lecture 6
International payments and guarantees
Lecture 7
International transportation and Incoterms
Registration and Deadline
Students interested in participating in the course are required to complete the online form provided by the MscBA programme office, which can be obtained by clicking on the link here below.
Register here: Application form
The deadline for registration is 16 February 2024
Bibliography
In order to pass the exam, students have to study the lecturer's slides, which are sent to students via email.
Students will receive a folder with further materials, useful not for the exam but for executing business operations relating to international trade.
Optional:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione" (The business plan for enterprises internationalisation), editor FiscoeTasse (Maggioli Editore), author Massimiliano Di Pace, Isbn 9788891640680, February 2020 (in Italian language).
Contacts
Lecturer’s email: dipace.max@libero.it
Aggiornato A.A. 2023-2024
Introduction to the seminar of International Trade
The teaching is aimed at providing students with the ability of understanding and implementing concepts, knowledge, know-how, tools, good practices relating to international trade, from the macroeconomic point of view, as well as from the operational perspective necessary at business level.
At the end of the seminar, the participants, thanks to the interactive relationship with the lecturer, and to internet surfing, should be able to use the most important means available in the framework of international trade, so as to carry out a set of tasks and activities for companies and public institutions, or anyway to be ready to tackle them.
A special focus will be devoted to practical needs for companies engaged in international trade, especially those relating to markets assessment, international marketing strategies, international negotiations, international contracts, international payments and guarantees, international transportation.
In all those fields, problems and solutions will be examined, as well as connected aspects will be considered, such as the protection of intellectual property rights.
In short, the seminar will deliver skills and know-how requested for the export manager position, which is often a vacant position in the 130.000 exporting Italian companies, and in the millions of exporting enterprises around the globe.
TOPICS
Lecture 1
Concepts of globalisation, internationalisation, principles of trade rules and Wto agreements
Lecture 2
Market assessment and Business Intelligence
Lecture 3
International marketing strategies
Lecture 4
International negotiations
Lecture 5
International contracts
Lecture 6
International payments and guarantees
Lecture 7
International transportation and Incoterms
Registration and Deadline
Students interested in participating in the course are required to complete the online form provided by the MscBA programme office, which can be obtained by clicking on the link here below.
Register here: Application form
The deadline for registration is 16 February 2024
Bibliography
In order to pass the exam, students have to study the lecturer's slides, which are sent to students via email.
Students will receive a folder with further materials, useful not for the exam but for executing business operations relating to international trade.
Optional:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione" (The business plan for enterprises internationalisation), editor FiscoeTasse (Maggioli Editore), author Massimiliano Di Pace, Isbn 9788891640680, February 2020 (in Italian language).
Contacts
Lecturer’s email: dipace.max@libero.it
EN
IT
Aggiornato A.A. 2022-2023
Introduction to the seminar of International Trade
The teaching is aimed at providing students with the ability of understanding and implementing concepts, knowledge, know-how, tools, good practices relating to international trade, from the macroeconomic point of view, as well as from the operational perspective necessary at business level.
At the end of the seminar, the participants, thanks to the interactive relationship with the lecturer, and to internet surfing, should be able to use the most important means available in the framework of international trade, so as to carry out a set of tasks and activities for companies and public institutions, or anyway to be ready to tackle them.
A special focus will be devoted to practical needs for companies engaged in international trade, especially those relating to markets assessment, international marketing strategies, international negotiations, international contracts, international payments and guarantees, international transportation.
In all those fields, problems and solutions will be examined, as well as connected aspects will be considered, such as the protection of intellectual property rights.
In short, the seminar will deliver skills and know-how requested for the export manager position, which is often a vacant position in the 130.000 exporting Italian companies, and in the millions of exporting enterprises around the globe.
TOPICS
Lecture 1
Concepts of globalisation, internationalisation, principles of trade rules and Wto agreements (February 22nd, 14-17)
Lecture 2
Market assessment and Business Intelligence (March 14th, 14-17)
Lecture 3
International marketing strategies (March 15th, 14-17)
Lecture 4
International negotiations (March 21st, 14-17)
Lecture 5
International contracts (March 22nd, 14-17)
Lecture 6
International payments and guarantees (March 28th, 14-17)
Lecture 7
International transportation and Incoterms (March 29th, 14-17)
Registration and Deadline
Students interested in participating in the course are required to complete the online form provided by the MscBA programme office, which can be obtained by clicking on the link here below.
Register here: Application form
The deadline for registration is 19 February 2024
Bibliography
In order to pass the exam, students have to study the lecturer's slides, which are sent to students via email.
Students will receive a folder with further materials, useful not for the exam but for executing business operations relating to international trade.
Optional:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione" (The business plan for enterprises internationalisation), editor FiscoeTasse (Maggioli Editore), author Massimiliano Di Pace, Isbn 9788891640680, February 2020 (in Italian language).
Contacts
Lecturer’s email: dipace.max@libero.it
Aggiornato A.A. 2022-2023
Introduction to the seminar of International Trade
The teaching is aimed at providing students with the ability of understanding and implementing concepts, knowledge, know-how, tools, good practices relating to international trade, from the macroeconomic point of view, as well as from the operational perspective necessary at business level.
At the end of the seminar, the participants, thanks to the interactive relationship with the lecturer, and to internet surfing, should be able to use the most important means available in the framework of international trade, so as to carry out a set of tasks and activities for companies and public institutions, or anyway to be ready to tackle them.
A special focus will be devoted to practical needs for companies engaged in international trade, especially those relating to markets assessment, international marketing strategies, international negotiations, international contracts, international payments and guarantees, international transportation.
In all those fields, problems and solutions will be examined, as well as connected aspects will be considered, such as the protection of intellectual property rights.
In short, the seminar will deliver skills and know-how requested for the export manager position, which is often a vacant position in the 130.000 exporting Italian companies, and in the millions of exporting enterprises around the globe.
TOPICS
Lecture 1
Concepts of globalisation, internationalisation, principles of trade rules and Wto agreements (February 22nd, 14-17)
Lecture 2
Market assessment and Business Intelligence (March 14th, 14-17)
Lecture 3
International marketing strategies (March 15th, 14-17)
Lecture 4
International negotiations (March 21st, 14-17)
Lecture 5
International contracts (March 22nd, 14-17)
Lecture 6
International payments and guarantees (March 28th, 14-17)
Lecture 7
International transportation and Incoterms (March 29th, 14-17)
Registration and Deadline
Students interested in participating in the course are required to complete the online form provided by the MscBA programme office, which can be obtained by clicking on the link here below.
Register here: Application form
The deadline for registration is 19 February 2024
Bibliography
In order to pass the exam, students have to study the lecturer's slides, which are sent to students via email.
Students will receive a folder with further materials, useful not for the exam but for executing business operations relating to international trade.
Optional:
- Wto ebook;
- Ebook "Il business plan per l'internazionalizzazione" (The business plan for enterprises internationalisation), editor FiscoeTasse (Maggioli Editore), author Massimiliano Di Pace, Isbn 9788891640680, February 2020 (in Italian language).
Contacts
Lecturer’s email: dipace.max@libero.it
Prof.ssa Lucia Leonelli
