Better responses to overseas enquiries and customers
The ability to produce safer, more professional quotations
Understanding and improving international security of payment
Practical and professional skills to help delegates negotiate and win orders
Greater confidence and credibility for export sales directors, managers and staff
Description
By the end of this workshop, participants will learn:
- Better responses to overseas enquiries and customers
- The ability to produce safer, more professional quotations
- Understanding and improving international security of payment
- Practical and professional skills to help delegates negotiate and win orders
- Greater confidence and credibility for export sales directors, managers and staff
Who is this Workshop for?
This workshop is suitable to a wide range of professionals but will greatly benefit:
- Export Sales Directors,
- Managers and Staff looking to develop or update their export sales skills and win more export orders. Export Sales Directors, Managers and Staff at companies new to exporting and looking to develop real export sales skills fast. Occasional exporters seeking greater confidence and a more professional response when dealing with overseas companies.
How will this Workshop be Presented?
This workshop combines theory and practice. We use company examples to illustrate how the techniques presented have been applied in real case studies. The purpose is to use a mix of proven learning techniques to ensure maximum understanding, comprehension and retention of the information presented.
Day One
- Export Market Research
- Market entry methods and representation, including Agents, Distributors and Agreements
- Assessing Export Enquiries
- Insurance for exports, types, premiums, cover
- Quotation Terms, Conditions & Exclusions
- Dispatch of goods & Incoterms
- Price build ups for Export Quotations
- Methods and Terms of Payment
- Ways to finance exports and export credit
Day Two
- International travel and staying safe
- Overseas cultures – avoid being rude
- International Orders and contracts
- Bid bonds and performance bonds
- Export sales negotiating sequence
- Overseas buyer negotiating techniques
- Costing and producing export quotations
- Preparations for negotiating with the buyer
