MSc in SALES 4.0 - Master in International Sales Management

Many of today’s best career opportunities are international, enhanced through the digitization of the business world. As more and more companies go global, it’s getting harder to be successful without cultural intelligence. This may be especially true in sales. Therefore, learning how to build close relationships with colleagues and customers from a multitude of different cultures is becoming a core sales and marketing competency.

As a student in Berlin and Paris, two of Europe’s most vibrant, multicultural cities, studying with students from many different countries, and taught by ESCP’s global faculty, you won’t have to wait to start your international career.

The art of sales is also undergoing a deep transformation due to digitalization. Words such as artificial intelligence, big data, the Internet of things, social media, to mention a few, have become and will continue to be staples in salespeople's lives.

By the time you are finished with this two-year, full-time programme at one of the world’s most European and international business schools, you will have already worked in a multinational setting, and gained the knowledge and skills you need to succeed as an international sales and marketing manager both in a globalized and digitalized world.

The SALES 4.0 - Master in International Sales Management (120 ECTS) programme will teach you how to reach customers across borders - in the online and offline world

The first term of this master programme, which takes place on ESCP’s Berlin campus, will give you a general understanding of sales techniques, markets and customers. You will have courses on marketing, consumer behaviour, market insights & data analytics and learn further critical sales skills such as negotiating and pricing.

In your second term in Berlin, you will focus on sales force management and cross-cultural selling, as you develop new skills in quantitative electives such as financial reporting and managerial accounting. The latest advancements and the impact of artificial intelligence (AI), big data, social media, and the Internet of Things on the sales function will also be discussed.

During the third term, which takes place in Paris, the curriculum will focus on fields of channel and distribution management as well as on international marketing and trade. Topics such as international channel management & retailing 4.0, digital supply chain management, international marketing decisions and international law of distribution will be addressed.

For the start of the second year (term 4) you will return to the Berlin campus. As a preparation for your MSc thesis, research methods will be taught, while classes on Management of change & organizational behaviour will provide you with the necessary skills to succeed in an international environment. Electives with a strategic dimension as well as a company consultancy project will complete this term.

At the end of your studies (term 5 & 6), you will spend one term writing a thesis on a sales-related topic and during the final term, you will do an internship anywhere in the world - your first rung on the ladder of an international business career.

Course modules

You have to be proficient in English to follow these courses.

Sales techniques

• Selling & negotiations
• Pricing
• Digital marketing SALES 4.0

Salesforce management

• Leadership in international sales
• Digitizing the sales process

Channels & distribution

• International channel management & retailing 4.0
• Digital supply chain management

International

• International management
  • International management
  • Cross-cultural competence for sales
• International marketing & trade
  • International marketing decisions
  • International law of distribution

General

• Understanding markets & customers
  • Marketing environment in a global and digital world
  • Consumer behaviour & organizational buying
• Electives (4 to be chosen)
  • Entrepreneurship
  • Economics for managers
  • Corporate finance
  • Management control
  • Financial accounting
  • Strategy
  • Business information systems
  • Business ethics
  • Service management

Research

• Research & consultancy
  • Research methods
  • Managing complexity
  • Management of change & organizational behaviour
• Master Thesis for MSc

Global business is big and getting bigger all the time. In 1950, cross-border trade represented about 20% of global production. Today, it’s over 50%.* As a graduate with a SALES 4.0 - Master in International Sales Management degree from ESCP, you’ll be well placed to take a position as an international sales executive for a multinational company, an international key account manager, or a country sales director.

*Our World in Data.org/international-trade

The first two intakes of the MSc in International Sales Management, 57 participants from more than 15 countries, already completed the programme successfully. They are now part of the ESCP more than 50,000 member alumni network in 150 countries.