Who Should Attend?

This course has been specially designed for those who have home market sales experience who are starting to develop new export markets or existing export sales staff wanting to improve their skills. The course starts by learning how to communicate your company product or service in 20-30 words, using language that overseas customers will understand, and takes the delegate through a series of practicals right to obtaining an order.  As the course is full of practicals delegates need to bring along their company brochures and company presentation for the practicals.

Core Subjects:

Finding the right customer, agent or distributor and using government services to the best effect.

Telephone market research techniques

Getting the appointment

How to make a good presentation

Practical-presenting your product

The 13 rules of professional selling

Principles of building an export price

Sales negotiation-the theory

What is an acceptable order?

Sales negotiation-practical

Setting sales targets/objectives

Follow up after a Sales visit

Outputs: The course will provide delegates with the skills to target new customers and develop existing and new markets through improved presentation and negotiation skills while utilising the best government services.

The Trainer

Mike is an accredited JETS and EXPORT SALES TRAINING trainer. He delivers a wide range of courses around the UK and overseas on International Trade related topics. He has spent over 40 years in International Trade, much at senior manager or director level with PLCs and SMEs. At the age of 20 he was working in Iran selling a range of British goods. Since then he has sold to many countries and cultures around the world. This day is a distillation of his years of experience in that area.

‘If I had attended this course when I started exporting it would have put me 2 years ahead of the competition ’

Alan Wareham-Tricycle Media-e commerce consultant