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Introduction to International Sales and Marketing

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Successful international trade is about winning business in foreign markets. The tools and techniques used for domestic marketing need to be adapted for international trade. With the right preparation, international marketing can be approached in a structured, well-informed and focused way to get the best return on the effort and resource invested in this important activity.

This workshop aims to demystify international marketing and how to evolve an effective strategy to develop business overseas. It will consider the key areas of difference in the elements of marketing, strategic options for marketing, cultural issues, how to identify and research markets, and the basics of selling overseas.

Key topics:

•Understand the nature of the international marketing environment and the options available
•Application of PESTEL and SWOT analysis
•The importance of cultural understanding and the management of cultural difference
•Strategic considerations for market entry, company organisation, skills and personnel
•The international difference in the marketing mix
•Consideration of the key factors for product, price, distribution, promotion and communications
•The five stage process to research screen and select markets
•Crucial issues to be considered in international selling

Seminar Objectives:

•To enable the first steps into overseas marketing
•Understand some of the key marketing principles, tools and techniques and their application to oversea markets
•Identify the essential considerations for effective marketing in an international context
•Undertake foreign market selection, segmentation and niche identification
•Approach selling overseas with greater confidence and understanding

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 graded as entry level and is suitable for both importers and exporters.The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders. No previous knowledge or experience is necessary and it will be suitable for experienced personnel who require an update on the latest rules.


£281.25+VAT Members
£375.00+VAT Standard

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: Nick Clark
Co-ordinator: Rob Booth
Type: Course
Start: Thursday 03 Oct 2019
End: Thursday 03 Oct 2019
Time: 09:30 - 16:30

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

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