Global Export Development Masterclass – Using Sales Agents to Expand into International Markets

  • 15-05-2024
  • Jalan SS 12/1, Ss 12, 47500 Subang Jaya, Selangor

This programme which has been developed and conducted by Dr. Leroy Lowe, a Canadian specialist in Export and International Trade and is associated with the Forum for International Trade Training of Canada and a distinguished Fellow of NASBITE International, a USA-based trade education association.

 

INTRODUCTION

Gain the knowledge and strategies needed to successfully expand into international markets using sales agents to help your business build new market share. Learn how to find, sign, and effectively collaborate with international sales agents, gaining invaluable insights and practical techniques to accelerate your business growth abroad.

 

OBJECTIVES / LEARNING OUTCOMES

Participants completing this workshop will be able to successfully choose, forge partnerships, and manage sales agents in new target markets

 

WHO SHOULD ATTEND

Anyone working in an exporting company who is actively involved in the management of sales agents or international partnerships

 

METHODOLOGY

This is a hands-on workshop that will involve some lectures, case study scenarios, problem-solving and discussion

 

WORKSHOP TOPICS

  • Understand 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.
  • Agent Selection: Learn how to identify and assess potential sales agents, 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 sales agent performance, ensuring a collaborative and results-driven partnership.
  • Overcoming Challenges: Gain practical solutions to common challenges when working with international sales agents, enhancing adaptability and problem-solving skills.

 

TRAINERS

Dr. Leroy Lowe – Certified International Trade Professional (CITP) and a Certified Global Business Professional (CGBP)

Dr. Leroy has extensive experience working with Trade Commissioners in many countries and for the past 25 years, he has been a full-time faculty member in International Business at the Nova Scotia Community College and an active international business development consultant. In those roles, he has helped many small-to-medium-sized businesses (in many sectors) with all aspects of exporting.

He has also conducted various training for companies and trade specialists at World Trade Centers in multiple cities in the United States, Canada, Mexico, Barbados, Trinidad and Tobago, Cyprus, and Indonesia.

He is a Senior Consultant in Trade Education, for the Forum for International Trade Training in Canada, which is a Canadian association that is focused on international trade training.  He is a past president and Distinguished Fellow of NASBITE International, a USA-based trade education association.

Dr Lowe has a Bachelor of Science degree, a Diploma in Engineering, a Master’s Degree in Adult Education, an MBA, and a PhD. He is also a Certified International Trade Professional (CITP), a Certified Global Business Professional (CGBP), and an International Chamber of Commerce Certified Trainer of Incoterms2020.  He is also the founding President of two NGOs that have spearheaded projects involving cancer and neuroscience researchers in 31 countries.

 

Professor Dr Abdul Kabur Ibrahim: He graduated from the University of Malaya in 1977 and was appointed to the Malaysian Administrative and Diplomatic Service. He has served as the Malaysian Trade Commissioner in Belgium for 9 years and thereafter was transferred to South Africa as the Malaysian Trade Commissioner in 1992 to establish diplomatic relations and to set up the Malaysian Trade Office in Johannesburg. His main task was to promote Malaysian products and services in all the countries within the coverage.

He retired from the government while in South Africa and continued as a Trade Consultant for a number of public listed and private companies covering the whole of Africa and Latin America. He was responsible for assisting them in their investments and also finding overseas markets for their products and services.

After coming back to Malaysia he started his own company under the name Malaysian Export Academy. Dr Abdul Kabur Ibrahim also sits in the Board of some Malaysian and UK incorporated companies and is a Fellow of the Hong Kong Institute of Business Administration.

He is also the President of the Malaysian Exporters Association and the Malaysian Training Providers Association; Chairman of the Foundation of Malaysian Institute of Export, Chairman of the Malaysia Madagascar Business Council and Chairman of Malaysia Iraq Business Council.

 

PARTICIPATION COSTS AND REGISTRATION

The fee will be RM 1,296.00 per person which will include

  1. Training Notes
  2. Lunch and 2 Tea Breaks per day at Dorsett Subang
  3. Certificate of Completion
  4. SST 8%

For trainees from HRDC-registered employers, the fees will be collected directly from HRDC. We will also guide you on the submission process.

If you are interested in joining this Programme, please register at https://forms.gle/nKgrdvJELtRYirWg8

For any further inquiries, you could Call Shazana or Christina at 03 8066 3107 OR  WhatsApp to Fara at 011 3736 5983 or Shaz at 011 11127850 OR email to kaburmea@gmail.com.

  • Time : 9:00 am - 5:00 pm (Asia/Kuala_Lumpur)

Related Events