International Business Qualifications & Training
Professional Institutes: Institute of Export (UK) Chartered Institute of Marketing
Short Courses on international transportation, documentation & payments: Strong & Herd
Short courses and best practice guides on international strategy: Accelerate International ,see below for some example half/one day workshops
Short Courses on international transportation, documentation & payments: Strong & Herd
Short courses and best practice guides on international strategy: Accelerate International ,see below for some example half/one day workshops
Workshop 1 Developing an International Marketing Strategy
Core issue: Whilst an international marketing strategy already exists in many organisations, it’s often poorly defined, not disseminated and can change on a whim! This module will show how to develop winning strategies without the need to produce weighty reports or undertake expensive research.
Elements include:
· Identifying sustainable competitive advantages
· Selecting target markets
· Choosing routes-to-market
· Guidance with cost-effective international research
Workshop 2 Finding & Motivating International Partners
Core issue: Great products, competitive prices and best practice operations are not enough to develop many export markets. Effective international partnerships, affiliates or alliances are vital for most companies. Whether companies need an agent, distributor, licensee, franchisee or other types of alliance, they must be able to find strong candidates and develop working relationships that will be productive for both sides.
Elements include:
· How to find excellent partners
· Negotiating agreement
· Developing successful relationships
Workshop 3 Raising Your International Profile
Core issue: You may have great products and services but how many of your major potential overseas customers and partners have even heard of you? Your sales and marketing budget doesn’t run to ads in Times Square or an extensive international sales force. Perhaps some of your overseas partners are producing good results but their motivation would be enhanced if you had a higher profile, so how do you achieve this cost-effectively?
Elements include:
· Reaching different business cultures
· Using marketing communication agencies
· Achieving an effective international website
· Gaining foreign media coverage
Workshop 4 International Selling & Negotiation
Core issue: Many people involved in international selling have had very little formal training in selling and negotiation. Even those with a selling background value help with dealing with cultural barriers and international travel and negotiation.
Elements include:
· Getting the best from overseas visits
· Developing effective sales letters and proposals
· Successful international negotiations
· Key account management
Core issue: Whilst an international marketing strategy already exists in many organisations, it’s often poorly defined, not disseminated and can change on a whim! This module will show how to develop winning strategies without the need to produce weighty reports or undertake expensive research.
Elements include:
· Identifying sustainable competitive advantages
· Selecting target markets
· Choosing routes-to-market
· Guidance with cost-effective international research
Workshop 2 Finding & Motivating International Partners
Core issue: Great products, competitive prices and best practice operations are not enough to develop many export markets. Effective international partnerships, affiliates or alliances are vital for most companies. Whether companies need an agent, distributor, licensee, franchisee or other types of alliance, they must be able to find strong candidates and develop working relationships that will be productive for both sides.
Elements include:
· How to find excellent partners
· Negotiating agreement
· Developing successful relationships
Workshop 3 Raising Your International Profile
Core issue: You may have great products and services but how many of your major potential overseas customers and partners have even heard of you? Your sales and marketing budget doesn’t run to ads in Times Square or an extensive international sales force. Perhaps some of your overseas partners are producing good results but their motivation would be enhanced if you had a higher profile, so how do you achieve this cost-effectively?
Elements include:
· Reaching different business cultures
· Using marketing communication agencies
· Achieving an effective international website
· Gaining foreign media coverage
Workshop 4 International Selling & Negotiation
Core issue: Many people involved in international selling have had very little formal training in selling and negotiation. Even those with a selling background value help with dealing with cultural barriers and international travel and negotiation.
Elements include:
· Getting the best from overseas visits
· Developing effective sales letters and proposals
· Successful international negotiations
· Key account management
articles on international business development
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portal to information, support and advice
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portal to information, support and advice
