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Working with International Agents & Distributors

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As people are trained in various management techniques, we often attempt to exercise the same business practice and controls in overseas markets as we do within our domestic market and within our companies and corporations. Too often, the results can be frustrating.

On this course you will learn about the routes available to market for your products. You will learn how to decide which route is best for you and what is needed to find and select the right partner.

The process of selecting the right partner is a valuable part of this course and goes through in detail the various aspects of a channel partner assessment and the process that ensures that the partner you select will become a value-added asset to your total sales and marketing effort.

Key topics:

•Your options on routes to overseas markets
•The difference between Agents and Distributors and their respective roles
•The legal implications and challenges of working with Agents and Distributors including authority, territory and competition law
•The advantages and disadvantages of the various options to market entry
•How to decide on the best option(s) for your business
•Pitfalls and practicalities when establishing an overseas presence
•Management of Freight Forwarder

Training Methods:

The trainer will use oral and visual presentation, reference to fictitious and real examples and participatory exercises to illustrate course content. The delegates will receive copies of the presentation on which notes can be made together with a workbook for future reference.

Who Should Attend:

This course is suitable for staff within an organisation, ideally middle or senior management, who have a responsibility for developing business in overseas markets.

Qualification criteria:

This course covers 1 module.

The Foundation Award in International Trade consists of 10 modules, identified as important elements of any overseas business development and vital for key employees involved in the fulfilment of overseas trade. To help with individual's professional development in international trade functions, achieving a merit or pass on 6 of those modules will complete the Foundation Award (NVQ Level 2).

Discounts available when booking courses for all 6 modules of the Foundation Award.


£138.75+VAT Member Price
£185.00+VAT Standard Price

Cancellation Policy:

In the event of a booking being cancelled prior to the scheduled course date, the following charges will apply:

30+ days notice = 25%
14-30 days notice = 50%
<14 days notice = 100%

Bookings can be transferred to a later date but will incur a £10 administration fee.

Key speaker: Mike Court
Co-ordinator: Rob Booth
Co-ordinator phone:~01202 714807
Type: Course
Start: Friday 25 Oct 2019
End: Friday 25 Oct 2019
Time: 09:30 - 12:30

Dorset Chamber of Commerce & Industry
Lower Ground Floor, Chamber House
Acorn Office Park
Ling Road
BH12 4NZ [View map]

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Joining Instructions
Parking: Public parking available nearby.
Nearest train station: Branksome 2.4 miles

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