INTRODUCTION
In this course, you will gain the knowledge and strategies needed to successfully expand into international markets using sales agents, distributors, and other market entry strategies to help your business build new market share.
OBJECTIVES
You will learn how to find, sign, and effectively collaborate with international sales agents and distributors, gaining invaluable insights and practical techniques to accelerate your business growth abroad.
TARGET AUDIENCE
All those who are involved in exporting products and service – manufacturers, service providers, CEOs, Export Managers, SME Owners etc.
METHODOLOGY
Lectures, case studies and discussion
COURSE OUTLINE
- Understanding the various market entry options available for most small to medium sized exporters
- Understanding the role of sales agents: Learn how sales agents can be used to penetrate foreign markets and how to leverage their local expertise to your advantage.
- Understanding the circumstances when distributors are needed and the infrastructure they can provide
- Market Entry strategy selection: Learn how to identify and assess potential market entry options, aligning their strengths with your business goals and target markets.
- Contract Negotiation: Learn how to craft an effective agency agreement, ensuring mutually beneficial terms, legal protection, and clear expectations for both parties.
- Cross-Cultural Communication: Develop essential cross-cultural communication skills to foster strong relationships with international sales agents and navigate cultural nuances.
- Performance Tracking: Discover methods to monitor, evaluate, and optimize partner performance, ensuring a collaborative and results-driven partnership.
CERTIFICATE OF PARTICIPATION
