Special Session: Export Sales and Negotiation

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Special Session: Export Sales and Negotiation

COURSE DESCRIPTION:

This course introduces participants to a number of sales and negotiating tactics, with a focus on preparing them to attend a sales meeting with a potential international client.

It begins by introducing the concepts of a value proposition and a sales pitch, two essential tools to effectively presenting a product or service. The course then continues by taking participants through the preparation process for a sales meeting, which it organizes as a series of 6 logical and sequential steps. Finally, participants are presented with several negotiating strategies, styles and tactics to deploy in a sales meeting, depending on the particular long-term or short-term outcomes which they wish to achieve.

After completing this course, participants will be able to:

Develop a value proposition for a product or service;

Prepare for an international sales meeting; and

Prepare a negotiating plan to use in a sales meeting.

NOTE:

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COURSE CERTIFICATION

Participants who meet the course requirements will receive a Certificate of Completion issued in electronic format.

COURSE STRUCTURE

Lecture 1

Determining the Value Proposition (L283)

Lecture 2

Preparing for a Sales Meeting (L284)

Lecture 3

Sales Negotiation (L285)

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