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Course Description
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International Business Practices
Ecole Supérieure du Commerce Extérieur (ESCE Paris)
Paris, France

Subject Area(s) Level(s) Instruction in Credits Contact Hours Prerequisites
Marketing; International Trade 200 English 3 39 N/A

Aimed knowledge
* Identify the export functions of a business and create the organisation chart for an export service
* Study the documentation process of an international sale or purchase
* Analyse the different export auxiliaries
* Incoterms (version CCI 2000)
* Define the notion of price internationally and the method of calculating an export sales price
* Learn to select an international distribution method
* Master the specific tools necessary for international activity
* Evaluate the financial risks on an international level and the choice
of a means of payment.
* Introduction to marketing and market research

Aimed skills
* Discover the structure and operation of an international business.
* Learn the basic international tools, mainly in the fields of commerce,
finance, marketing and logistics.
* Use the specific nature of international business in the context of the
problem of an export-oriented business
Required knowledge No Required knowledge

Continuous Assessment = 50%

Final Exam = 50%

* Exporter, aux éditions Foucher
* Le Crédit documentaire RU 500
* Les Incoterms CCI 2000


1. The functions of the export business
• The general functions of the business
• The export functions

2. Organisation charts
• Goal of an organisation chart
• The different options
• The missions and tasks of the different players in the export service

3. The sources of information
• The internal sources
• The external sources

4. The documentary process
• The general outline of the seller/purchaser relationship from supply to payment
• The main documents

5. The Incoterms
• Notions of transport
• Notion of transferring costs and risks
• The Incoterms 2000
• The variants
• The selection criteria

6. The export sales price
• The nature of the product
• The market price
• Alignment strategy/market skimming strategy
• Essential questions before defining the price

7. Payment methods for export
• Choice of payment conditions
• The payment methods
• The payment techniques

8. The international auxiliaries
• Packer
• Transport auxiliaries
• Insurers
• Banks and financing bodies

9. The distribution networks
• Dropshipping
• Cooperative marketing
• Fully controlled

European Credit Transfer and Accumulation System:
This course is worth 4 ECTS credits.

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