GLOBAL SELLING PERSEPCTIVES IN AUSTRIA December 30, 2012 January 12, 2013

GLOBAL SELLING PERSEPCTIVES IN AUSTRIA December 30, 2012 January 12, 2013 This study abroad program is coordinated by the Northern Illinois University Study Abroad Office (SAO), in cooperation with the NIU College of Business and Department of Marketing and the University of Applied Sciences Wiener-Neustadt. PROGRAM DATES: The program will officially begin on Monday, December 31, 2012 in Austria and will end on Saturday, January 12, 2013. Students will be responsible for making their own air travel arrangements in order to arrive in the morning in Vienna, Austria on Monday, December 31, 2012. PROGRAM SITE : The program will take place in Austria. There will be site visits to companies and instructional material provided by the University of Applied Sciences Wiener Neustadt. PROGRAM DIRECTOR: Robert M. Peterson, White Lodging Professor of Sales. Dr. Peterson holds degrees from Indiana University, George Washington University and the University of Memphis. He was a salesperson for many years selling printing and financial data prior to earning his doctorate. Rob served on the board of the National Conference in Sales Management for seven years and is a current board member of the Sales Education Foundation. Dr. Peterson earned the American Marketing Association 2002 Innovative Teacher Award, the Innovative Sales Educator Award from the University Sales Center Alliance 2006, the 2010 Hormel Meritorious Teaching Award from the Marketing Management Association, and the most recently the 2011 Excellence in Teaching Award by the Sales Special Interest Group of the American Marketing Association. UNIVERSITY OF APPLIED SCIENCES WIENER NEUSTADT (FHWN): The FHWN is located in Wiener Neustadt, 30 min. by train south of Vienna. The University was established in 1994 as the first of its kind in Austria. Its aim was to combine academic studies with a practically orientated education. The University of Applied Sciences Wiener Neustadt consists of two faculties, Business and Engineering, offering 11 degree programs in total. To this day, the FHWN remains the largest university of its kind in all of Austria. With the Business Consultancy International program exclusively taught in English, the FHWN hopes to further

Global Selling Perspectives in Austria 2012/13 Page 2 its reputation and international connections, as well as providing students with the opportunity of a truly unique and international degree. The Department of Market Communications and Sales within the German speaking program and the Department of International Marketing within the English program are specialized in applications of methods in Sales and Market Research. Theoretical-conceptual basic training takes place in the field of Market Communications as well as practically-oriented validation of theoretical content. Sales Management is seen as part of distribution and the communication policy. Practical exercises in sales conversations, planning of distribution systems, and the field of sales controlling round the picture off. OBJECTIVES: The overall objective of this study abroad program is to assist sales students in understanding the complexity and difficulty involved with selling in different countries (cultures). The program is also designed to help develop specific selling skills that are not typically taught at NIU. HIGHLIGHTS: Students will get insights and understanding into European sales methods. In addition, the program has provided for a long weekend so that students may travel and explore Austria on their own (or stay in Vienna or Wiener Neustadt and enjoy the urban atmosphere). The program will include visits to three companies, the Spanish Riding School, the Military Academy, various museums and some time in Vienna. PROGRAM AUDIENCE: Space is limited to 12 and qualified applications will be accepted on a first-come-first-serve basis. The class is limited to students who have completed Marketing 350 (Principles of Selling). All majors are accepted if they have the required course completed before January 2013. WIENER NEUSTADT, AUSTRIA: The city of Wiener Neustadt and its surrounding region are invaluable assets to the university experience. The town has a population of 40,000, and is one of the oldest towns in Austria. Concerts, films, plays, art exhibitions and sports events are plentiful. The nearby Magic Mountains, stand between 1800 and 2200 meters in height. There are four skiing/snowboarding resorts within a 30 minute drive away and plenty of hiking and rock climbing trails. The imperial city of Vienna with its 1.8 million inhabitants is only a 30 minute train or car journey away. The Hungarian border is only a 45 minute drive away, and Italy can be reached in a three hours drive.

Global Selling Perspectives in Austria 2012/13 Page 3 PROGRAM PARTICIPATION EXPECTATIONS: As mentioned, the program will officially begin on Monday, December 31, 2012. Program participants are expected to participate in all program activities. Participants will be given an opportunity for free time pursuits; however, students who miss any scheduled program activities will have their grade adjusted accordingly by Professor Peterson. INSTRUCTION METHOD: The sessions may include lecture and discussion from University of Applied Sciences Wiener Neustadt (FHWN) faculty and the Dean. These sessions are held at the FHWN. The program will also consist of company visits and various cultural experiences. ACADEMIC CREDIT: Students will be enrolled for undergraduate credit during the Spring 2013 semester for the following course: UNDERGRADUATE CREDIT: MKTG 415 GLOBAL SELLING PERSEPCTIVES 3 semester hours Description: Short-term study abroad experience to study cultural differences, problems, issues, trends, and practices in professional selling within the international environment. Includes instruction from faculty in visiting countries, visits to foreign companies, presentations by company sales executives, and discussions with company representatives and international faculty about their selling strategies. Prerequisite: MKTG 350, Principles of Selling or consent of department. ACADEMIC REQUIREMENTS: 1. One pre-departure meeting and one post-program meeting. 2. Upon your return to the United States, your final grade will be based on active participation in the program and the report of your supervisor in Austria regarding your performance. A report with a maximum of 10 pages regarding a topic related to the program is required of every undergraduate student. HONORS CREDIT: Qualified students may also elect to receive Honors credit for any study abroad course(s) with the approval of the NIU faculty or instructor responsible for the course. For more information please contact the University Honors Office. APPLICATION AND ADMISSION PROCEDURES: The program is open to undergraduate students who meet the NIU general admission requirements, and who are interested in Business-to- Business Sales. Currently enrolled students must meet College of Business course GPA requirements. Students must be in good academic standing at the time of application. Students who are on academic probation are not eligible to participate in study abroad programs. Applicants must participate in the entire program and satisfy NIU undergraduate and course requirements. Students cannot have any encumbrances against their NIU records. Any encumbrances placed on a student s records by NIU (i.e., Undergraduate Admissions, Bursar s Office, Accounts

Global Selling Perspectives in Austria 2012/13 Page 4 Receivable, Registration and Records, Health Services, Parking Services, etc.) must be cleared before a student is granted admission to a study abroad program. For undergraduate students to be admitted to the program, an applicant s official transcript must be on file in the NIU Study Abroad Office. Students who are currently enrolled at NIU, or who have previously enrolled at NIU, do not need to request an official transcript; the Study Abroad Office will make this request on behalf of the applicant. Students who want to participate in the program and earn academic credit from NIU who have not previously enrolled at NIU, or who are not currently enrolled at NIU, should ask the Registrar at their institution to forward an official transcript as soon as possible to the Study Abroad Office. (Student-issued transcripts and photocopies are not acceptable.) Questions relating to the admission requirements or transcripts should be directed to the Study Abroad Office. APPLICATION FORMS AND APPLICATION FEE/DEPOSIT: Applicants must submit the following at the time of application: 1. Application for NIU Administered/Faculty Directed Study Abroad Programs 2. Student Application Agreement 3. Course Preference Form 4. Release of Disciplinary Records and Information Form (attached) 5. $200 application fee/deposit 6. Two passport size photos. Vending machine photos are not acceptable. 7. A clear and readable copy of the first page of passport (if student already has a passport) $200 APPLICATION FEE/DEPOSIT: NIU students are required to charge the $200 application fee/deposit to their NIU Bursar s account. (Checks and money orders cannot be accepted.) When an NIU applicant submits their application they will be given a form to sign authorizing the Business Manager of International Programs to charge the $200 application fee/deposit to their account at the NIU Bursar s Office. Non-NIU students must submit a check or money order in the amount of $200. The $200 is broken down into $100 for the nonrefundable application fee and $100 for a program deposit. The $100 deposit is refundable only if the participant withdraws prior to the withdrawal deadline indicated on the program materials or for medical reasons if the withdrawal is after the withdrawal deadline. Both the application fee and the deposit will be applied to the total balance of the program cost. APPLICATION DEADLINE: November 1, 2012. AIR TRANSPORTATION: Individuals will be responsible for making their own air travel arrangements between the U.S. and Vienna, Austria and for purchasing their tickets from a travel agent or airline of their choice. (Travel insurance is recommended.) Participants should keep in mind that in order to arrive in Vienna, Austria in time for the official beginning of the program, they should plan to depart the U.S. no later than December 30, 2012. For information regarding airfares and airlines, students may wish to check-out additional airfare sites on the Internet.

Global Selling Perspectives in Austria 2012/13 Page 5 MAKING FLIGHT RESERVATIONS: Important - The Study Abroad Office recommends that participants delay making flight reservations for this program until: 1. After the November 1 application deadline AND 2. The SAO has accepted the minimum number of participants needed to operate this program. This advisory is given so that participants do not find themselves financially responsible for airline tickets should it be necessary to cancel the program. (See section entitled CANCELLATION OF THE PROGRAM) LAND TRANSPORTATION: The group will travel by train and bus throughout the program. All program-related transportation is provided as part of the NIU program cost. PASSPORT: All participants must have a passport in order to participate in this program. Important Note: U.S. passports must be valid SIX months beyond the intended stay overseas. Individuals who do not currently possess a valid passport should apply for one immediately. Information on acquiring a passport is available at the U.S. State Department s Website: http://travel.state.gov/passport/passport_1738.html. U.S. passport holders do not need special visas for this program. Foreign passport holders may need special visas for travel in Europe and are responsible for obtaining all necessary visas. INTERNATIONAL STUDENT I.D. CARD: The ISIC card is provided as part of the program cost. The I.D. card can provide discount on international airfare and other travel. Students will receive an application and instructions for obtaining this card when accepted into the program. The International Student Identity Card also includes a limited health and accident insurance policy which is only valid outside the U.S. Students will have to pay bills at the time of treatment and will be reimbursed later. NIU PROGRAM COST: The program cost covers the following: 1) Hotel accommodations (double occupancy). Includes breakfast. 2) Company visits. 3) Program-related excursions and land transportation (private excursions excluded). 4) Ending dinner. 5) International Student Identity Card (ISIC). 6) NIU tuition for undergraduate credit. 7) NIU major medical insurance. PROGRAM COST: $3,040

Global Selling Perspectives in Austria 2012/13 Page 6 All prices quoted are subject to change. The information contained in the program documents and forms are presented in good faith and are believed to be correct as of the date presented. Northern Illinois University reserves the right to amend, modify, revise, or delete any information appearing in these documents, including but not limited to the cost of the program. Non-NIU students should consult with their home institutions regarding additional costs that may apply to study abroad. Non-NIU students are responsible for any study abroad charges imposed by their home institution. ADDITIONAL COSTS TO PARTICIPANTS: Airfare to and from Austria. Cost of acquiring a passport (approximately $130, including two passport size photos). Two passport size photos for file and International Student I.D. Card. Additional costs associated with obtaining a visa for non-u.s. passport holders. Independent travel and visa costs associated with independent travel. Expenses for free-time pursuits. Expenses and purchases of a personal nature. FINANCIAL AID: As a participant in a study abroad program through NIU, applicants may be eligible for: Pell Grant, SEOG, Perkins Loan, PLUS Loan, Subsidized or Unsubsidized Stafford Loan, MAP Award or your privately awarded scholarship with consent of awarding organization. Tuition waivers do not apply. Please contact Pamela Rosenberg, Business Manager, International Programs Business Office, Williston Hall 407, (815) 753-9530, prosenberg@niu.edu for more information. WITHDRAWAL FROM THE PROGRAM: Applicants withdrawing from the program after November 1, 2012 will not be refunded the $100 program deposit. Applicants withdrawing from the program after this date will also be held accountable for any funds obligated to overseas vendors and agents on the applicant s behalf. This provision is in effect even if the applicant has not submitted the $100 deposit or additional payments, and if the applicant is applying for financial aid. If the applicant must withdraw after November 1, 2012 for medical reasons, funds obligated on their behalf to overseas vendors can only be refunded if: 1) The request is submitted to the Study Abroad Office in writing and accompanied by a signed statement stating that travel is not advised from a physician on the physician s letterhead; and 2) NIU is able to obtain refunds from overseas vendors and agents. CANCELLATION OF THE PROGRAM: The Study Abroad Office reserves the right to cancel this program if the minimum required enrollment (six students) is not attained. If, prior

Global Selling Perspectives in Austria 2012/13 Page 7 to the commencement of the program, a U.S. State Department Travel Warning is issued for Austria, all applicants will be notified promptly of the warning and the possibility of cancellation of the program. If, during the course of the program, a U.S. State Department Travel Warning is issued for Austria, students will be promptly notified of the warning and the advisability of canceling the program. NORTHERN ILLINOIS UNIVERSITY RESERVES THE RIGHT TO ALTER OR CANCEL THIS PROGRAM AS MAY BE DEEMED NECESSARY!

Global Selling Perspectives in Austria 2012/13 Page 8 TENTATIVE DAILY SCHEDULE Marketing 415 GLOBAL SELLING PERSEPCTIVES IN AUSTRIA DECEMBER 31, 2012 - JANUARY 12, 2013 Participants should keep in mind that in order to arrive in Vienna, Austria in time for the official beginning of the program, they should plan to depart the U.S. on December 30, 2012. Week 1 Monday, December 31, 2012 Arrive at Vienna airport Transport from airport to Vienna Orientation and Hop on Hop Off bus Tuesday, January 1, 2013 Free time Wednesday, January 2, 2013 Entire group will visit Spanish Riding School Museum visits Thursday, January 3, 2013 Company Visit- Hilti Friday, January 4, 2013 Museum visits Company Visit- Cisco Systems Saturday, January 5 and Sunday, January 6, 2012 Weekend-Free time to stay in Vienna, Wiener Neustadt or visit other areas nearby.

Global Selling Perspectives in Austria 2012/13 Page 9 WEEK 2 CLASS AT FHWN (WEINER NEUSTADT) Jan. 7, 2013 08:00 10:00 2 h International Office 10:00 12:00 Lunch 13:00 15:00 4 h Dr. Pinczolits Jan. 8, 2013 08:00 12:00 Lunch 13:00 15:00 6 h Dr. Pinczolits Jan. 9, 2013 08:00 10:00 2 h VWL Dr. Stocker Jan. 10, 2013 Excursions: 10:00 12:00 1) Company Triumph (1.5h) Lunch 14:00 16:00 2) Company Diamond Aircrafts (2 h Visit of the museum Aviaticum) 08:00 12:00 4 h Dr. Schwarting Marketing Lunch 13:00 18:00 Excursion to Vienna - company Schlumberger Sektkellerei (incl. Tasting) Jan. 11, 2013 08:00 10:00 2 h Dr. Lyly Rojas 10:00 13:00 3 h Dr. Schwarting Marketing Jan. 12, 2013 Departure Evening: No program arranged Evening: Wine selling in Austria Evening: No program arranged Evening No program arranged Evening Ending Dinner This is a tentative daily schedule and is subject to change. POST PROGRAM At the end of the program students will receive a folder with the lecturer PowerPoint slides of each lecture and Certificate of Attendance with a list of the courses and the lecture names. H:\WORK\PROG3\Global Selling Perspectives in Austria 12-13.doc 10/22/12

Global Selling Perspectives in Austria 2012/13 Page 10 DIRECTIONS FOR APPLYING FOR THE GLOBAL SELLING PERSPECTIVES IN AUSTRIA PROGRAM Please go to the following link to complete your online application: http://niu.studioabroad.com/index.cfm?fuseaction=programs.viewprogram&program_id=27193 Thank you!