Description
Moving from French sales to international sales requires knowing the fundamentals of sales and export: collecting information on the different markets, identifying the right intermediaries, managing your sales process, securing your operations... This export sales executive training has a triple objective: understanding international mechanisms; mastery of the fundamentals necessary for its international development; international sales techniques, and tools to secure international operations.
Who is this training for ?
For whom ?Business engineer wishing to develop his international sales skills. Salesperson or sales service manager, technical salesperson wishing to acquire international sales techniques. Sales executive required to sell internationally.
Prerequisites
Training objectives
Training program
- Understand the organization of international markets
- The new economic environment for international trade.
- Understand the progress of an international trade operation.
- Detect calls for tenders upstream.
- Structuring your search for information
- Define key elements by country.
- Use the 20 key international sites.
- Classify your information.
- Know and analyze your market
- Analyze the organization of your market.
- Segment your market.
- Identify your customers: use the international public and private network.
- What are the uses of social networks to prepare for international prospecting?
- Determine your development potential.
- Build your development plan by market
- The different sections of the business plan.
- Present your business plan and your ROI.
- Involve your superior in strategic choices and your budget.
- Select your intermediaries
- Choose your method of establishment: importers, agents, distributors, subsidiaries...
- Prepare your prospecting file.
- Criteria for selecting your foreign partner .
- Use the PEC grid to select your intermediary
- Define the commercial objective, control the result and manage the intermediaries
- Evaluate the potential of your intermediary.
- How to organize the negotiation of objectives.
- How to obtain your list of prospects.
- Develop a annual action plan.
- How to quickly obtain data on market developments.
- Manage your teams in the field
- Trading internationally
- The do's and don'ts of international negotiation.
- Prepare for a high-stakes international negotiation.
- Define your room for maneuver.
- Negotiate your prices and defend your margins.
- Deal with requests for concessions.
- Prepare your argument based on cultures.
- Integrate the financial dimension of international operations
- Propose financing solutions.
- Choose the means and methods of payment according to the client risk and the country risk: transfers; the documentary credit version RUU 600; the letter of standby credit
- Control the legal risks of international operations
- The legal specificities of international business.
- Traps, risks and disputes linked to international contracts: the clauses to be taken care of.
- Measuring the consequences of the choice of 'Incoterm 2010: transfer of risks.
- Securing legal risks. Exiting a dispute: international arbitration;
- Master financial risk hedging techniques
- Foreign exchange risk hedging techniques.
- Protecting yourself against the risk of non-payment, credit insurance.
- The rules for guaranteeing unconditional payment of the insurer.
- Evaluate the tax risk of your establishment.
- Assessment of acquired knowledge
