Subjects (Master in Foreign Trade Back Office)

EENI Business School & HA University



Detailed content of the subjects of the Master in Foreign Trade Back Office

Online Master in Foreign Trade Back Office

Online Master in Foreign Trade Back Office

Download the syllabus (PDF) of the Master

ECTS = European Credit Transfer and Cumulation System

Online Students, Master in International Business

Subjects of the Professional Master of Science (MSc) in Foreign Trade and International Transport Back Office

Introduction to Foreign Trade (1 ECTS)

  1. Introduction to Foreign Trade
  2. Advantages of exporting
  3. Resources Needed for exporting
  4. Starting the Export Activity
  5. Export Process
  6. Problems deriving from non-Internationalisation

The objectives of the subject “Introduction to Foreign Trade” are the following:

  1. To understand the nature of exporting and difficulties that may arise
  2. To learn about import and export transactions, difficulties with them and how to overcome these challenges
  3. To analyse the advantages of exporting and the risks of not exporting

This will be achieved by:

  1. Examining the fundamental questions related to the export process
  2. Analysing the challenges to overcome in an export transaction
  3. Detailing the steps necessary to beginning the export process

Incoterms (2 ECTS)

  1. Introduction to Incoterms
  2. Incoterms and international transport
  3. Analysis of Incoterms
  4. New Incoterms: DAT and DAP
  5. Incoterms for Maritime Transport: FAS, FOB, CFR, CIF
  6. Incoterms for all types of transport: EXW, FCA, CPT, CIP, DAT, DAP, DDP
  7. How to use the Incoterms in foreign trade?
  8. Criteria for selecting Incoterms

Incoterms (Master, Doctorate, International Trade)

The objectives of the subject “Incoterms” are the following:

  1. To understand the importance of the Incoterms in foreign trade
  2. To know which Incoterms are the most suitable for different types of international transport
  3. To know how to calculate prices based on Incoterms
  4. The risk, cost and necessary procedures according to the selected Incoterm

Foreign Trade Documents (1 ECTS)

  1. The role of documents in Foreign Trade Back Office and foreign trade
  2. International transport documents
  3. Commercial documents (proforma, invoice, packing list...)
  4. Origin documents
  5. Other Foreign Trade Documents

The objectives of the subject “Foreign Trade Documents” are the following:

  1. To know the function of the main documents used in imports and exports
  2. To know how to fill them out properly
  3. To know how to perform the check-list of Foreign Trade Documents

Non-negotiable FIATA Multimodal Transport Waybill (FIATA FWB), Course

Customs. World Trade Organisation (WTO) (4 ECTS)

  1. Customs in foreign trade
  2. Customs classification
  3. Customs regime
  4. The role of the customs agent
  5. Customs clearance
  6. Inspection of products at customs
  7. Origin of products
  8. Market Access database (EU)

World Customs Organisation

  1. Harmonised System (HS)
  2. Rules of Origin
  3. Agreement on Rules of Origin of the World Trade Organisation
  4. Trade facilitation
  5. Customs Procedures
  6. SAFE Package
  7. Kyoto Convention

Customs and the World Trade Organisation (WTO)

  1. The World Trade Organisation and Customs
  2. Rules for the customs valuation of products
  3. Customs Valuation Methods:
    1. Transaction value
    2. Identical or similar goods
    3. Deductive or computed method
    4. Fall-back
  4. Rules of Origin
  5. Import licenses
  6. The WTO Agreements on Technical Barriers to Trade (TBT), Sanitary and Phytosanitary Measures (MSF), Pre-shipment Inspection

The objectives of the subject “Customs” are the following:

  1. To understand the operation of customs in foreign trade, different commercial regimes and methods of product classification
  2. To learn about the fundamental concepts related to customs: customs clearance, customs valuation, non-tariff barriers and obstacles, pre-shipment inspection, origin of goods, Harmonised System, customs processes...
  3. To know the process of importing a product and customs regimes
  4. To understand the functions of the World Customs Organisation (WCO) and the World Trade Organisation in relation to customs

Most-Favoured-Nation Treatment (Master Doctorate)

Export Department (1 ECTS)

  1. Introduction to the Export Department
  2. Set up and run the export department
  3. Functions, goals, and organisation of the export department
  4. Resources needed
  5. Director of International Business, export manager, and country area manager
  6. Foreign Trade Back Office
  7. Foreign Trade Assistant
  8. Secretary of the department of foreign trade
  9. Case Study:
    1. Analysis of differences between the Export Department in Spain and Latin America
    2. Sales areas assignment in the international department

The objectives of the Subject “Export Department” are the following:

  1. In this subject, the student will learn how to set up and run an export department
  2. We will also discuss the functions and goals of the export department

This will be achieved by:

  1. Examining the characteristics of an export manager
  2. Outlining the most important functions of an export department
  3. Analysing the goals of an export department and how to benchmark them
  4. Detailing how to best support the export department work

Introduction to international transport (5 ECTS)

  1. Introduction to International Transport and Logistics
  2. International transport chain
  3. Authorised Economic Operator
  4. Selecting a mode of international transport
  5. Costs and insurance of international transport
  6. Transport Documents related to foreign trade
  7. Export Packaging

Containers and international transport

  1. Customs Convention on Containers
  2. International Convention for Safe Containers
  3. Convention relating to Temporary Admission

International Federation of Freight Forwarders Associations (FIATA)

  1. Negotiable Combined Transport Bill of Lading (FIATA FBL)
  2. Electronic FIATA Bill of Lading
  3. Non-negotiable FIATA Multimodal Transport Waybill (FIATA FWB)
  4. Forwarders Certificate of Receipt (FIATA FCR)
  5. Forwarders Certificate of Transport (FIATA FCT)
  6. Warehouse Receipt (FIATA FWR)

International Convention for Safe Containers (CSC) Course

The objectives of the subject “Introduction to International Transport and Logistics” are:

  1. To have a global vision of logistics and international transport applied to foreign trade
  2. To understand the operation of the global international transport chain
  3. To know the different techniques of export packaging and the importance of containers
  4. To understand the basic concepts related to documents, costs and insurance of international transport
  5. To analyse the main documents of the International Federation of Freight Forwarders Associations (FIATA)

Maritime Transport (5 ECTS)

  1. Introduction to Maritime Transport International
  2. Analysis of international maritime trade
  3. International Maritime Organisation (IMO)
  4. International Chamber of Shipping
  5. Regular lines and charters
  6. Freight and Maritime Transport Costs. Insurance
  7. Maritime Transport Agents
  8. Maritime Transport Documentation.
    1. Bill of Lading (B/L)
    2. Electronic FIATA Bill of Lading (eFBL Bill of Lading)
  9. Main ports of the world
  10. Legislation related to International Maritime Transport
    1. Rotterdam Rules
    2. Hamburg Rules

Rotterdam Rules (maritime transport) Course

The objectives of the subject “International Maritime Transport” are the following:

  1. To understand the importance of Maritime Transport in International Trade
  2. To understand the operation of maritime transport
  3. To know the key players of Maritime Transport of goods
  4. To understand the role of the main institutions related to Maritime Transport (International Maritime Organisation, International Chamber of Shipping)
  5. To know the key concepts related to marine transport of goods (freight, safety, stowage, risks, insurances...)
  6. Examine the different concepts related to insurance and main clauses of maritime transport
  7. To analyse documents related to Maritime Transport (Bill of Lading) and how to fill them out
  8. Study the main rules and conventions of maritime cargo transport (Rotterdam, Hamburg, FAL Rules)

Download the syllabus (PDF) of the module

International Road Transport (10 ECTS)

  1. Introduction to Road Transport
  2. International Road Transport Union
  3. International Guidelines on Safe Load Securing for Road Transport
  4. Convention on the Contract for the International Carriage of Goods by Road
    1. Consignment Note (CMR)
  5. TIR Convention.
    1. TIR Carnet
  6. Costs and insurance of Road Transport
  7. Silk Road

Safe Load Securing for Road Transport (Course Master)

The objectives of the subject “International Road Transport” are the following:

  1. To understand the importance of Road freight transport in foreign trade
  2. To understand the role of the International Road Transport Union (IRU)
  3. To know how stow safely a load to be transported by a lorry
  4. To know the key players and the market of international road freight transport
  5. To learn the key concepts related to International Transport by road (cost, insurances, risks...)
  6. To study the main Conventions (CMR, TIR) of international Road Transport of goods
  7. To analyse the documents related to Road Transport (Consignment Note, e-CMR) and how to fill them out

Download the syllabus (PDF) of the module

Air Transport (4 ECTS)

  1. Introduction to Air Cargo Transport
  2. International Civil Aviation Organisation (OACI). Chicago Convention
  3. Convention for the Unification of Certain Rules for International Carriage by Air
  4. International Air Transport Association (IATA)
  5. Insurance and costs of International Air Transport
  6. Loading devices for air transport
  7. AWB Document (Air Waybill). e-AWB
  8. The global air transport market
  9. World's largest airports

 e-AWB. International Air Transport Association (IATA)

The objectives of the subject “International Air Transport” are the following:

  1. To understand the importance of Air Transport in International Trade
  2. To learn about the role of the International Civil Aviation Organisation (OACI) and the International Air Transport Association (IATA)
  3. To understand the global air cargo supply chain
  4. To analyse the documentary flow and documents related to Air Cargo Transport (Air Waybill, e-AWB) and how to fill them out
  5. To study the main Conventions related to International Air Transport
  6. To know the global situation of international air transport

Download the syllabus (PDF) of the module

Rail transport (5 ECTS)

  1. Introduction to Rail Transport
  2. International Rail Transport Committee(CIT)
  3. International Union of Railways (UIC)
  4. Intergovernmental Organisation for International Carriage by Rail. COTIF Convention
  5. Organisation for Cooperation between Railways (OSJD)
  6. Costs and insurance of Rail Transport
  7. Rail Transport Document: Consignment Note
  8. Economy and railway operations
  9. International Rail Transport Law
  10. Rail transport in Africa

Eurasian Rail Corridors

  1. Introduction to Eurasian rail cargo transport
  2. Trade volume distribution between Northern and Southern routes

Combined Transport in Europe

  1. Rail/Road combined transport in Europe
  2. General framework and key elements of combined transport in Europe
  3. The European rail/road combined transport market

Course: International Union of Railways (UIC)

The objectives of the subject “International Rail Transport” are the following:

  1. To understand the importance of Rail transport in International Trade
  2. To analyse the pillars of International Rail Transport Law
  3. To understand the role of the International Rail Transport Committee and the Intergovernmental Organisation for International Carriage by Rail (OTIF)
  4. To know the key players and concepts of Rail freight transport
  5. To analyse the documents related to Rail transport (CIM Consignment Note) and how to fill them out
  6. To study the main Conventions related to Rail transport of goods (COTIF Convention, CIM, OSJD)

Download the syllabus (PDF) of the module

Multimodal / Combined Transport (5 ECTS)

  1. Introduction to Multimodal / Combined Transport
  2. Intermodal Transport Chain
  3. Multimodal Transport Operator
  4. Intermodal Loading Units (ILU)
  5. Combined Transport Road-Rail
  6. United Nations Convention on International Multimodal Transport of Goods (Geneva, 1980)
  7. United Nations Convention on Contracts for the International Carriage of Goods Wholly or Partly by Sea (Rotterdam Rules)
  8. Combined Transport Bill of Lading (CTBL) of the International Federation of Freight Forwarders Associations (FIATA)
  9. Insurance and costs of multimodal transport

Road-Rail Combined Transport, Course

The objectives of the subject “Multimodal / Combined Transport” are the following:

  1. To understand the importance of multimodal transport in International Trade
  2. To learn the key concepts related to multimodal transport (Intermodal Transport Units, Multimodal Transport Operator...)
  3. To know the role of the International Federation of Freight Forwarders Associations (FIATA)
  4. To analyse the Multimodal / Combined Transport Chain and the key players
  5. To study the main Conventions related to Multimodal/Combined Transport
  6. To know the features of Combined Transport Road-Rail
  7. To analyse the documents related to Multimodal/Combined Transport of goods (Combined Transport Bill of Lading)

Download the syllabus (PDF) of the module

International Payment Methods. Documentary Credits (4 ECTS)

  1. Introduction to International Methods of Payment and Letters of Credit
  2. Documentary Collections
  3. The importance of Documentary Credits in foreign trade
    1. Letter of credit
    2. Types, modalities and variants of documentary credits
    3. Analysis of the contents of a letter of credit
    4. Analysis of documentary credits
    5. UCP 600
    6. E-UCP
  4. United Nations Conventions related to International Payment Methods
    1. United Nations Convention on Independent Guarantees and Stand-by Letters of Credit
    2. United Nations Convention on International Bills of Exchange and International Promissory Notes
    3. United Nations Convention on the Transfer of Credits in International Trade
  5. UNCITRAL Model Law on International Credit Transfers

The objectives of the subject “Documentary Credits and International Payment Methods” are the following:

  1. To analyse the different Payment Methods used in international trade
  2. To understand the fundamental role of Documentary Credits in International Trade as well as their operation and modalities
  3. To know how to manage a foreign trade operation through a documentary credit

Letters of Credit (Course, Master)

International Market Research (2 ECTS)

  1. Introduction to Global Market Research
  2. How to export?
  3. What to export?
  4. Where to export?
  5. Methods of conducting a global market research
  6. Quantitative analysis
  7. Qualitative methods
  8. Market profitability
  9. Sales potential in foreign markets
  10. PEST analysis (Political, Economic, Social, and Technological Factors)
  11. Case Study: Market research using the market access tool (MADB) of the European Union (EU).

The main purpose of the Subject “International market research” is to understand the key tools and concepts of international market research and how best to apply them.

  1. To understand the importance of international market research in internationalisation strategies
  2. To know how to analyse an international market research
  3. To learn how to use the PEST analysis (Political, Economic, Social, and Technological)

This will be achieved by:

  1. Analysing the goals of researching a new export market
  2. Outlining the features of both qualitative and quantitative analysis
  3. Detailing the type of information that the student should obtain to assess the commercial viability of an export market

Export Prices Calculation (1 ECTS)

  1. Introduction to International Pricing Policy
  2. Product life cycle and international pricing policy
  3. Calculation of export prices
  4. International prices and Incoterms
  5. Analysis of competitor's prices
  6. International Pricing Strategies
  7. Pricing strategy when entering new export markets
  8. Pricing options available to exporter
  9. E-Business and pricing policy
  10. Case Study:
    1. Pricing Policy and Inflation
    2. Price of Traded Goods and Services in Asia

The main purpose of the Subject “International Pricing Policy” is to understand the importance of an appropriate pricing strategy when entering new export markets.

  1. We are going to examine the pricing options available to exporter and outline the criteria to be used when establishing a pricing strategy
  2. We will also look at the criteria defined in pricing under the Incoterms

This will be achieved by:

  1. Examining the pricing options available to exporter
  2. Outlining the criteria to be used when establishing a pricing strategy
  3. Analysing the goals of a pricing policy
  4. Detailing how to arrive at an export price
  5. Introducing the criteria defined in pricing under the Incoterms

International Promotion (4 ECTS)

1- International Promotion Policy

  1. Introduction to international promotion
  2. Promotion strategies: global, regional, and local
  3. Promotion strategy when entering new export markets
  4. Direct and indirect international promotion
  5. International Promotion MIX
  6. Advertising and publicity
  7. Advertising Agency
  8. Promotion campaign
  9. Brochures and catalogues
  10. Public relations
  11. Sponsoring and Fund Raising

2- International Fairs.

  1. International Fairs: a fundamental aspect of international marketing
  2. Objectives of the participation in international fairs
  3. Preparation and organisation of international fairs
  4. The main trade fairs in the World
  5. Case Study: Pininfarina in Auto Shanghai

3- Country Brand.

  1. Concept of the country brand
  2. Influence of the country brands on global marketing
  3. Country brand as a competitive advantage
  4. Internationalisation Strategy and country brand
  5. International rankings
  6. Rating agencies

4- International Business Trip

  1. International Business Travel
  2. Organisation of the trip
  3. International Sales
  4. Post-trip activities

5- e-Promotion.

  1. Key concepts related to e-Promotion
  2. Promoting online effectively
  3. Search engine positioning

6- Social Networks and international promotion.

  1. Web 2.0 in a globalised world
  2. Key Concepts: Folksonomy, mashup, Cloud computing
  3. Sharing content: Photos (Flickr), documents (Slideshare) and Video (Youtube)
  4. Facebook and Twitter Business applications
  5. Professional Social Networks (LinkedIn, Xing)
  6. Social Bookmarks
  7. Syndication: RSS news aggregators, Podcasting
  8. Use of Blogs in companies
  9. Case Study: Social Media Strategy
  10. Use of Wikis in enterprises
  11. Business Models of the Company 2.0

Intercultural Negotiation (2 ECTS)

  1. Introduction to Intercultural Management
  2. Culture and global society
  3. Cultural dimension (Hofstede): Power distance, Individual, and Long-Term Orientation
  4. High and low context cultures (Edward Hall)
  5. Cross-cultural communication and the International Marketing Plan
  6. Intercultural Management and international business
  7. Cultural patterns and markets
  8. Countries classification
  9. Key strategies for dealing with new cultures
  10. Case Study:
    1. Hofstede dimensions and World's Religions
    2. Ceramic tiles perception in different markets
  11. How to negotiate successfully in...

The main objective of the Subject “Intercultural Management” is to gain an understanding of the nature of different cultures and how to adapt international marketing strategies to different countries.

In this subject, the student will learn about adapting global marketing approach to different markets.

This will be achieved by:

  1. Examining how the diversity of culture can influence the outcome of an International Marketing Plan
  2. Outlining key strategies to dealing with new cultures
  3. Detailing major theories on Intercultural Management
  4. Highlighting critical errors to be avoided when dealing with different cultures




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