The course identifies and guides you through the A - Z of planning and implementing an Export Market Strategy without being too prescriptive. It leaves you with ideas and pointers to use in your own business.

Contents Include:

• Identify your target markets - World Geography
• The 7 steps to developing a Market Strategy
• Distribution Channels
• Product Life Cycle
• Finding Customers, Agents & Distributors
• Communicating & Appointments
• Visiting the Market
• Presenting your product or service
• Promoting your product
• Appointing Agents & Distributors
• Costing, Pricing, Margins & using Incoterms
• Getting paid
• Negotiation Techniques; Closing the deal
• A Safe order
• Follow up
• Motivation

Who should attend?

All Export Sales and Area Managers.
Staff who have Home Market Sales experience and are entering the Export field.