Who Should Attend?

Commercial directors, export business directors, sales directors, zone directors responsible for international development. Personnel in charge of administrating export sales, or personnel in charge of motivating international sales force.

Benefits of Attendance

• Mastering the export commercialization process 
• Building a "win-win" relationship with one's partner
• Knowing the export order different stages and the documentary chain
• Understanding the juridical aspects

Training Approach

• A cross-cultural approach of international trade
• Exercises and case studies experiences in the company
• Personalized action plan
• Access to the Nomad’ Network, an exclusive online tool for Akteos’ clients and experts: find resources, exchange experiences, knowledge and insights

Programme Outline

MODULE 1: DEVELOPING EXPORT MARKETS

1. Prospecting on the international scene

• Preparing one's prospection
• Making the distinction between the different tools of prospection
• Measuring the compared efficiency of every action
• Finding funds

2. Building a network and negotiating

• Determining the influence of cultural factors
• Knowing one's qualities as a seller
• Convincing one's partner

3. Establishing abroad

• Unmediated sales or local structure?
• Measuring the pros and cons
• Resorting to a representative office
• Finding a commercial agent
• Proceding through an import agent
• Creating an affiliate

4. Building a commercial policy

• Defining the strategic plan 
• Analyzing the couple country/product
• Issuing an industrial invitation to tender
• Fixing the price of a product or service

MODULE 2: SETTING AN EFFICIENT ADMINISTRATIVE ORGANISATION

1. Mastering the export documentary chain

• Writing the commercial documents
• Verifying the transport documents
• Controlling original documents and customs documents
• Obtaining licences, SAD, DEB, quality and control certificates

2. Dealing with logistics, transport, incoterms 

• Understanding the operating conditions of sea transport
• Identifying the specificities of terrestrial transport
• Evaluating the peculiarities of air transport
• Choosing a means of transportation
• Knowing the incoterms
• Understanding the obligations of each incoterm group
• Analyzing the impact of the incoterm on the costs

3. Securing payments

• Paying and being payed
• Managing exchange risk 
• Assuring credit risk

4. Negotiating international contracts

• Knowing the specificities of the sales contract
• Identifying the characteristics of a commercial agency contract
• Evaluating the peculiarities of exclusive distribution agreements