Detailed content and subjects of the Master in Foreign Trade Back Office
Master in International Business .
ECTS = European Credit Transfer and Accumulation System
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Subjects of the Master in Foreign Trade Back Office
Introduction to the foreign trade (1 ECTS)
Introduction to the Foreign Trade
Advantages of exporting
Resources Needed for exporting
Starting the Export Activity
Export Process
Problems deriving from Non-Internationalization
Objectives
The objectives of the subject “Introduction to the foreign trade” are the following:
To understand the nature of exporting and the difficulties that may arise
To learn about import and export transactions, the difficulties with them and how to overcome these challenges
To analyze the advantages of exporting and the risks of not exporting
This will be achieved by:
Examining the fundamental questions related to the export process
Analysing the challenges to overcome in an export transaction
Detailing the steps necessary to beginning the export process
Incoterms® 2020 (2 ECTS)
Introduction to the Incoterms
What are the Incoterms® 2020?
Key changes to the Incoterms® 2020The Review of the Incoterms® FCA (Free Carrier)
The change from DAT (Delivered at Terminal) to DPU (Delivered at
Place Unloaded)
Different levels of insurance coverage under CIF and CIP
Associated costs for each Incoterm (article A9 / B9)
Analysis of the Incoterms® 2020
Incoterms® 2020 and international transport
Incoterms® 2020 for sea and inland waterway transport: FAS (Free Alongside Ship) - FOB (Free On Board) - CFR (Cost and Freight)
- CIF (Cost, Insurance & Freight)
Incoterms® 2020 for any mode of transport: EXW (Ex Works) - FCA (Free Carrier) - CPT (Carriage Paid To) - CIP (Carriage and Insurance Paid to) - DAP (Delivered At Place) - DPU (Delivered at Place Unloaded) - DDP (Delivered Duty Paid)
How are they used?
Criteria for selection of the Incoterms® 2020
Objectives
The objectives of the subject “Incoterms® 2020” are the following:
To understand the importance of the Incoterms® 2020 in Foreign Trade
To know which Incoterms® 2020 are the most suitable for the different types of International Transport
To know calculate the export prices based on the Incoterms® 2020
The risk, cost and necessary procedures according to the selected Incoterm
Foreign Trade Documents (1 ECTS).
The role of the
documents in Foreign Trade
International transportation documents
Commercial documents (proforma, invoice, packing list...)
Origin documents
Other Foreign Trade Documents
Objectives
The objectives of the subject “International Trade Documents”
are the following:
To know the function of the main documents used in imports and exports
To know how to fill them out properly
To know how to perform the check-list of the Foreign Trade Documents
Customs . World Trade Organization (WTO ) (4 ECTS).
Customs in Foreign Trade
Customs classification
Customs regime
The role of the customs agent
Customs clearance
Inspection of products at customs
Origin of products
Market Access database (EU)
Trade Facilitation
Trade Facilitation Agreement
Convention Harmonization of Frontier Controls of Goods
Global System of Trade Preferences
World Customs Organization (WCO ) .
Harmonized System (HS)
Rules of Origin
Agreement on Rules of Origin of the WTO
Trade facilitation
Customs Procedures
SAFE Package
Kyoto Convention
Customs and the WTO .
The World Trade Organization and Customs
Rules for the customs valuation of products
Customs Valuation Methods:Transaction value
Identical or similar goods
Deductive or computed method
Fall-back
Rules of Origin
Import licenses
The WTO Agreements on Technical Barriers to Trade (TBT), Sanitary and Phytosanitary Measures (MSF), Pre-shipment Inspection
Objectives
The objectives of the subject “Customs” are the following:
To understand the customs procedures in Foreign Trade, different
commercial regimes and the methods of product classification
To learn about the fundamental concepts related to the customs: customs
clearance, customs valuation, non-tariff barriers and obstacles,
pre-shipment inspection, origin of goods, Harmonized System, customs
processes..
To know the process of importing a product and the customs regimes
To understand the functions of the WCO and the WTO in relation to customs
Export Department (1 ECTS).
Introduction to the Export Department
Set up and run the export department
Functions, goals, and organization of the export department
Resources needed
Director of International Business, export manager, and country area
manager
Foreign Trade Back Office
Foreign Trade Assistant
Secretary of the department of International Trade
Case Study:Analysis of the differences between an Export Department in Spain and Latin America (Iberian America)
Sales areas assignment in the international department
Objectives
The objectives of the subject “Export Department” are the following:
In this subject, the student will learn how to set up and run an export department
We will also discuss the functions and goals of the export department
This will be achieved by:
Examining the characteristics of an export manager
Outlining the most important functions of an export department
Analysing the goals of an export department and how to benchmark them
Detailing how to best support the export department work
Introduction to International Transport (5 ECTS)
Introduction to the International Transport and Logistics
International transport chain
Authorized Economic Operator
Selecting a mode of International Transport
Costs and insurance of International Transport
Transport Documents related to International Trade
Export Packaging
Containers and international transport .
Customs Convention on Containers
International Convention for Safe Containers
Convention Relating to Temporary Admission
International Federation of Freight Forwarders Associations (FIATA) .
Negotiable Combined Transport Bill of Lading (FBL)
Electronic FIATA Bill of Lading
FIATA Multimodal Waybill FWB
Forwarders Certificate of Receipt (FIATA
FCR)
Forwarders Certificate of Transport (FCT)
Warehouse Receipt
Objectives
The objectives of the subject “Introduction to International Transport and Logistics” are:
To have a global vision of logistics and international transport
applied to the International Trade
To understand the functioning of the global transport chain
To know the different techniques of export packaging and the importance of the Containers
To understand the basic concepts related to the documents, costs and insurance of International Transport
To analyze the main documents of the FIATA
Maritime Transport (5 ECTS)
Introduction to the Maritime Transport
Analysis of the International Maritime Trade
BIC
Chicago Convention (ICAO)
International Maritime Organization
International Chamber of Shipping
Regular lines and charters
Freight and Maritime Transport Costs. Insurance
Maritime Transport Agents
Maritime Transport Documentation.
Bill of Lading (B/L)
Electronic FIATA Bill of Lading (eFBL Bill of Lading)
Main ports of the world
Legislation related to the International Maritime TransportRotterdam Rules
Hamburg Rules (Sea)
Objectives
The objectives of the subject “International Maritime Transport” are the following:
To understand the importance of the Maritime Transport in International Trade
To understand the functioning of the Maritime Transport
To know the key players of the Maritime Transport of goods
To understand the role of the main institutions related to the Maritime Transport (International Maritime Organization, International Chamber of Shipping)
To know the key concepts related to the marine transport of goods (freight,
safety, stowage, risks, insurances...)
Examine the different concepts related to the insurance and the main clauses
of the Maritime Transport
To analyze the documents related to the Maritime Transport (Bill of Lading ) and how to fill them out
Study the main rules and conventions of the maritime cargo transport (Rotterdam,
Hamburg, FAL Rules)
Download the syllabus (PDF) of the module .
International Road Transport (10 ECTS)
Introduction to the
Road Transport
International Road Transport Union
International Guidelines on Safe Load Securing for Road Transport
Convention on the Contract for the International Carriage of Goods by Road
Consignment Note (CMR)
TIR Convention
TIR Carnet
Costs and insurance of the Road Transport
Silk Road
Objectives
The objectives of the subject “International Road Transport” are the following:
To understand the importance of the Road Freight transport in International Trade
To understand the role of the International Road Transport Union (IRU)
To know how stow safely a load to be transported by a lorry
To know the key players and the market of the international road freight transport
To learn the key concepts related to International Transport by road (cost, insurances, risks...)
To study the main Conventions (CMR, TIR) of the International Road Transport of goods
To analyze the documents related to the Road Transport (Consignment Note,
e-CMR) and how to fill them out
Download the syllabus (PDF) of the module .
Air Transport (4 ECTS)
Introduction to the Air Cargo Transport
International Civil Aviation Organization (ICAO).
Chicago Convention
Convention for the Unification of Certain Rules for International Carriage by Air
IATA
Insurance and costs of the International Air Transport
Loading devices for the Air Transport
AWB Document (Air Waybill). e-AWB
The global air transport market
The World's largest airports
Objectives
The objectives of the subject “International Air Transport” are the following:
To understand the importance of the Air Transport
in International Trade
To learn about the role of the International Civil Aviation Organization (ICAO) and the International Air Transport Association (IATA)
To understand the global air cargo supply chain
To analyze the documentary flow and documents related to the Air Cargo Transport (Air
Waybill,
e-AWB) and how to fill them out
To study the main Conventions related to the International Air Transport
To know the global situation of the International Air Transport
Download the syllabus (PDF) of the module .
Rail transport (5 ECTS)
Introduction to the
Rail Transport
International Rail Transport Committee(CIT)
UIC
Intergovernmental Organization for International Carriage by Rail. COTIF Convention (Rail)
Organization for Cooperation between Railways (OSJD)
Costs and insurance of the Rail Transport
Rail Transport Document: Consignment Note
Economy and railway operations
CIM, CIT Rail Rules
Rail transport in Africa
Eurasian Rail Corridors :
Introduction to the Eurasian rail cargo transport
Trade volume distribution between the Northern and Southern routes
Combined Transport in Europe
Rail/Road combined transport in Europe
General framework and key elements of the Combined Transport in Europe
The European rail/road combined transport market
Objectives
The objectives of the subject “International Rail Transport” are the following:
To understand the importance of the Rail Transport in International Trade
To analyze the pillars of the International Rail Transport Law
To understand the role of the International Rail Transport Committee and the Intergovernmental Organization for International Carriage by Rail (OTIF)
To know the key players and concepts of the Rail Freight transport
To analyze the documents related to the Rail Transport (CIM Consignment Note) and how to fill them out
To study the main Conventions related to the Rail Transport of goods (COTIF Convention, CIM, OSJD)
Download the syllabus (PDF) of the module .
Multimodal / Combined Transport (5 ECTS)
Introduction to the Multimodal / Combined Transport
Intermodal Transport Chain
Multimodal Transport Operator
Intermodal Loading Units (ILU)
Road-Rail Combined Transport
United Nations Convention on International Multimodal Transport of Goods (Geneva, 1980)
United Nations Convention on Contracts for the International Carriage of Goods Wholly or Partly by Sea (Rotterdam Rules)
Combined Transport Bill of Lading (CTBL) of the FIATA
Insurance and costs of the Multimodal Transport
Objectives
The objectives of the subject “Multimodal / Combined Transport” are the following:
To understand the importance of the Multimodal Transport
in International Trade
To learn the key concepts related to the Multimodal transport (Intermodal Transport Units, Multimodal Transport Operator...)
To know the role of the International Federation of Freight Forwarders Associations (FIATA)
To analyze the Multimodal / Combined Transport Chain and the key players
To study the main Conventions related to the Multimodal/Combined Transport
To know the features of the Road-Rail Combined Transport
To analyze the documents related to the Multimodal/Combined Transport of goods (Combined Transport Bill of Lading)
Download the syllabus (PDF) of the module .
International Payment Methods. Documentary Credits (4 ECTS)
Introduction to the International Methods of Payment and Letters of Credit
Documentary Collections
The importance of the Documentary Credits in Foreign TradeLetter of credit
Types, modalities and variants of the Documentary Credits
Analysis of the contents of a letter of credit
Analysis of the Documentary Credits
UCP 600
E-UCP
United Nations Conventions related to the International Payment Methods;United Nations Convention on Independent Guarantees and Stand-by Letters of Credit
United Nations Convention on International Bills of Exchange and International Promissory Notes
United Nations Convention on the Transfer of Credits in International Trade
UNCITRAL Model Law on International Credit Transfers
Objectives
The objectives of the subject “Documentary Credits and International Payment Methods” are the following:
To analyze the different Payment Methods used in International Trade
To understand the fundamental role of the Documentary Credits in International Trade as well as their operation and modalities
To know how to manage a foreign trade operation through a documentary credit
International Market Research (2 ECTS)
Introduction to the Global Market Research
How to export?
What to export?
Where to export?
Methods of conducting a global market research
Quantitative analysis
Qualitative methods
Market profitability
Sales potential in the foreign markets
PEST analysis (Political, Economic, Social, and Technological Factors)
Case Study: Market research using the market access tool (MADB) of the EU
Objectives
The main purpose of the Subject “International market research” is to understand the key tools and concepts
related to the international market research and how best to apply them.
To understand the importance of the international market research in the strategies of Internationalization
To know how to analyze an international market research
To learn how to use the PEST analysis (Political, Economic, Social, and Technological)
This will be achieved by:
Analysing the goals of researching a new export market
Outlining the features of both qualitative and quantitative analysis
Detailing the type of information that the student should obtain to assess the commercial viability of an export market
Export Prices Calculation (1 ECTS)
Introduction to the International Pricing Policy
Product life cycle and international pricing policy
Calculation of the export prices
International prices and Incoterms® 2020
Analysis of competitor's prices
International Pricing Strategies
Pricing strategy when entering new export markets
Pricing options available to the exporter
E-Business and pricing policy
Case Study:Pricing Policy and Inflation
Price of Traded Goods and Services in Asia
Objectives
The main purpose of the Subject “International Pricing Policy” is to understand the importance of an appropriate pricing strategy when entering new
export markets .
We are going to examine the pricing options available to the exporter and the outline the criteria to be used when establishing a pricing strategy
We will also look at the criteria defined in pricing under the Incoterms
This will be achieved by:
Examining the pricing options available to the exporter
Outlining the criteria to be used when establishing a pricing strategy
Analysing the goals of a pricing policy
Detailing how to arrive at an export price
Introducing the criteria defined in pricing under the Incoterms® 2020
International Promotion (4 ECTS)
1- International Promotion Policy .
Introduction to the international promotion
Promotion strategies: global, regional, and local
Promotion strategy when entering new export markets
Direct and indirect international promotion
International Promotion MIX
Advertising and publicity
Advertising Agency
Promotion campaign
Brochures and catalogues
Public relations
Sponsoring and Fund Raising
2- International Fairs .
International Fairs: a fundamental aspect of the international marketing
Objectives of the participation in international fairs
Preparation and organization of the international fairs
The main the trade fairs in the World
Case Study: Pininfarina in Auto Shanghai
3- Country Brand .
Concept of the country brand
Influence of the country brands on the global marketing
Country brand as a competitive advantage
Strategy of internationalization and country brand
International rankings
Rating agencies
4- International Business Trip
International Business Travel
Organization of the trip
International Sales
Post-trip activities
5- e-Promotion .
Key concepts related to the e-Promotion
Promoting online effectively
Search engine positioning
6- Social Networks and international promotion .
Web 2.0 in a globalized world
Key Concepts: Folksonomy, mashup, Cloud computing
Sharing content: Photos (Flickr), documents (Slideshare) and Video (Youtube)
Facebook and Twitter Business applications
Professional Social Networks (LinkedIn, Xing)
Social Bookmarks
Syndication: RSS news aggregators, Podcasting
Use of Blogs in companies
Case Study: Social Media Strategy
Use of Wikis in enterprises
Business Models of the Company 2.0
Intercultural Negotiation (2 ECTS)
Introduction to the Intercultural Management
Culture and global society
Cultural dimension (Hofstede): Power distance, Individual, and Long-Term Orientation
High and low context cultures (Edward Hall)
Cross-cultural communication and the International Marketing Plan
Intercultural Management and international business
Cultural patterns and markets
Countries classification
Key strategies for dealing with new cultures
Case Study:Hofstede dimensions and the Religions of the World
Ceramic tiles perception in different markets
How to negotiate successfully in..
Objectives
The main objective of the Subject “Intercultural Management” is to gain an understanding of the nature of the different cultures and how to adapt the international marketing strategies to the different countries .
In this subject, the student will learn about adapting the global marketing approach to the different markets.
This will be achieved by:
Examining how the diversity of the culture can influence the outcome of an International Marketing Plan
Outlining key strategies to dealing with new cultures
Detailing major theories related to the Intercultural Management
Highlighting the critical errors to be avoided when dealing with different cultures
Master Negocios Internacionales
Master en affaires internationales
Mestrado em Negócios Internacionais .
(c) EENI
(c) EENI Global Business School (1995-2024)
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