Description
How to structure, identify, recruit, evaluate and motivate your international sales network? The secret to effective collaboration lies in a number of key factors: integrating cultural differences, agreeing on objectives, building buy-in and motivating. Immediately operational, adapted to the case of each participant, this training provides an active approach to 'sell' your representatives abroad.
Who is this training for ?
For whom ?Export manager, sales manager, area manager, business engineer. Anyone in charge of recruiting and leading international sales forces.
Prerequisites
Training objectives
Training program
- Identify the different international intermediaries
- International sales networks: agents; subsidiaries...
- Know the limits and advantages of each type of intermediary.
- Know and obtain national and European aid to set up a network.
- Use international sources of information to find the right intermediary
- The French institutional network: obtaining the right information.
- The network of local actors, French companies established abroad, the RFE, the CCEF...
- Select and recruit the right intermediary in the countries Choose the right distribution network. Select the intermediary with its selection matrix.
- Position your current distributor in relation to this grid.
- Define the objective and monitor the results Evaluate the market potential: the IPT method. How to get your prospect list. Develop the annual action plan. Avoid possible traps.
- Set up an intermediary management tool.
- Establish the distribution contract The main clauses to negotiate. Define the respective obligations. Negotiate the reporting, the new distribution contract. Understanding cultural differences and motivating partners
- Motivate based on cultural differences.
- The do's and don'ts of intercultural negotiation.
- Deal with a delicate point: sales objectives.
- Motivational tools to lead a network.
