Course Description
In this three-day hands-on course students learn how develop and execute a strategy to succeed in international business.
Course Objectives
Upon successful completion of this course, students will be able to:
- Get their company ready to export;
- Develop a strategic plan for selling internationally;
- Find trade contacts and international partners;
- Evaluate exporting options;
- Plan a successful international voyage to meet overseas trading partners and clients;
- Understand the differences in ways of conducting business;
- Successfully manage international business meetings overseas;
- Negotiate international contracts;
- Ship product overseas;
- Get paid promptly for exported goods.
Course Benefits
Exporting to countries with different climates, laws, religions, traditions, and value systems can be costly and is very challenging. Understanding how to lead, motivate, communicate, and negotiate with individuals who have different attitudes towards achievement and work, time and change, wealth and success, family, religion, and language are key to being successful in international business. Many business want to grow internationally, but do not know how, or have invested valuable resources and have failed. This course teaches how to develop a strategy to succeed in international business.
Who Should Attend
This course is valuable for anyone who is new to exporting and wants to grow their business internationally, including:
- General managers
- Sales managers
- Marketing managers
- Project managers
- Entrepreneurs
- Small business owners
Prerequisite
None.
Method Of Instruction
Lecture, twelve short interactive quizzes, questions and answers, and numerous hands-on exercises.
Hands-on Exercises
Throughout this course, students perform a series of extensive hands-on exercises including:
- Are You Ready To Export
- Travel Time Exercise
- Know Where You Are Going
- Know The Weather
- Business Cards and Introductions
- Calculate Shipping Costs
- Incoterms Exercise
Course Outline
Chapter 1: Developing An Export Plan- Reasons For Exporting
- Reasons For Not Exporting
- Common Exporting Mistakes
- Strategy
- Why Have An Export Plan
- Evaluating The Export Potential Of Your Products
- Is Your Company Ready To Export?
- Available Resources and Goals
- Why Write An Export Plan
- Creating An Export Plan
- The Importance of Market Research
- Using Primary and Secondary Market Research
- Decision Making Ingredients
- Classification Systems
- Why Classify Your Products
- Factors To Consider With Your Market Research
- Analyze The Information Collected
- Making A Decision
- Approaches To Exporting
- Methods of Exporting
- Which Exporting Method Is Best
- Where To Look
- What To Look For
- Why You Should Visit Your Target Market
- If You Cannot Visit Your Target Market
- Is All This Planning Necessary?
- Know Where You Are Going
- Travel Day
- Safety
- Staying Healthy
- Overcoming Jet Lag
- Establishing A Positive Presence
- Components Of A Proper Introduction
- Order Of Introduction
- Exchanging Business Cards
- Names
- Seating
- Breaking The Ice
- Establishing Trust
- Why Am I Here?
- Clarify The Objectives
- Build A Consensus
- Why Have A Meeting Agenda
- Contents Of A Meeting Agenda
- Meeting Minutes Or Action Notes
- Leadership
- Successful Meetings
- Meetings To Avoid
- How To Succeed
- Basics Of Selling
- Buying Modes
- Complex Sale
- What The Owner Buyer Wants
- What Is A Concept Sale
- Make The Concept Sale First
- Getting Results
- Identifying The Owner Buyer
- Preparing To Meet The Owner Buyer
- Ask The Buyer
- Comparing Answers
- Asking For Advice
- Type Of Customer
- Keys To Success
- What Makes A Good Negotiator
- Negotiating Paradigm
- Communicating
- Body Language, Gestures, And Behaviors
- Negotiating From Strength
- International Negotiations
- International Business Transactions
- Export License
- Determining Export License Requirements
- Know Your Customer
- Keeping Records
- Importing
- Informed Compliance
- Letter Of Intent
- Contracts
- Bribery
- Evergreen Contract
- International Trade Lawyer
- Freight Forwarder
- Customs Broker
- Incoterms
- Which Incoterm To Use
- Incoterm Buyer/Seller Responsibilities
- Pricing Your Product
- Shipping Costs
- International Sales Contract
- Payment Terms
- Financing Exports Through Your Bank
