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Export Sales- Winning Orders Overseas
Who Should Attend?This course has been specially designed for those who have some sales experience and who are starting to develop new export markets.
The course starts by learning how to communicate your company product or service in 20-30 words, using language that overseas customers will understand. We look at how to find the right customers, distributor or agents, telephone research techniques and how to get the appointment, the rules of professional selling, how to build an export price and negotiate a profitable order.
The course is full of practicals and delegates need to bring along their company brochures and company presentation for the practicals.
Core Subjects:
9.00-9.30 Registration and Coffee
9.30-10.30 Identifying your market
Finding the right customer, agent or distributor and using government services to the best effect.
Telephone market research techniques
10.30-10.45 Coffee Break
10.45-12.30 Market research techniques
Getting the appointment
How to make a good presentation
Best and practical methods of communication
Effective Marketing
Practical-presenting your product
12.30-1.30 Lunch
1.30-3.15 The 13 rules of professional selling
Principles of building an export price
Sales negotiation-the theory
3.15-3.30 Tea and Biscuits
3.30-4.30 What is an acceptable order?
Setting sales targets/objectives
Follow up after a sales visit
4.30 Close
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.
Speaker: Robin Mackay LTI MIEx the trainer has 15 years experience in sales and the selection, appointment and running of agents and distributors in the EU, North America and the Far East. He brings a vast range of experience and real life examples to the training day.
Member fee: £200
Non-member fee: £300
Start: Thursday 14 Oct 2010
Time: 09:00 - 17:00
Liverpool Chamber of Commerce and Industry
Number One Old Hall Street
Liverpool
Merseyside
Book online or email export@liverpoolchamber.org.uk
Book now
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