Export Sales - Winning Orders Overseas May 30, 2013

Who should attend?
- Companies involved in the manufacturing or services sectors
- Business development or sales managers and senior personnel responsible for identifying and winning international business
- Those new or inexperienced in international marketing as well as more established exporters looking to develop their sales techniques and learn practical new skills.

Course content:
- Identifying overseas markets and potential customers
- Making contact (opening the door)
- Assessing and handling enquiries professionally
- Communicating your USP and establishing your credibility: literature, exhibitions, websites and other sales messages and materials
- Modifying your offer to suit the market
- Getting the price right and preparing professional quotations
- Preparing for and making winning presentations
- Working with partners (the role of agents, distributors, franchisees and others) and using interpreters effectively
- Responding to tenders, RFQs and RFPs
- Sales and negotiating techniques - practical tips and some potential pitfalls
- Legal agreements, terms & conditions
- Fulfilling orders (a reminder about shipping, Incoterms, insurance)
- Cultural and market awareness considerations
- Setting yourself goals

Examples and exercises are used throughout the workshop to illustrate the key elements, and consideration is given to the individual objectives of participating companies with delegates encouraged to share their own experiences.

The workshop looks in detail at key success factors including identifying the right potential customers; effective and targeted sales and marketing messages; professional quotations and presentations, and best practice sales and negotiation techniques taking into account different cultural and market considerations. Delegates will learn how to plan and action sales strategies geared to closing the deal and ensuring profitable export growth for their business.

Official Website: http://www.liverpoolchamber.org.uk/eventitem.aspx/show/473