Successful Export Business Development

 

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

Successful Export Business Development

Public Courses


FRANCE

 july 6-7, 2020, Paris
1560 €HT/pers. Training session held in Canadian French

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