- BSc Programme
- Exchange Programmes
- EMBA Programme
- Building Strong Brands
- Darījumu prasmes I
- Strategic Thinking
- Nemateriālie motivācijas rīki
- Winning New International Customers
- Change Management
- Darījumu prasmes II
- Effective International Communication
- Supply Chain & Logistics Management
- Mini MBA: Strategic Management Programme
- Cilvēku uzvedības ietekmēšana: Nudging
- Advanced Negotiations
- Changing Behaviour of Customers, Employees, Citizens and Ourselves: Nudging (Tallinn)
- Strategic Customer Management
- Custom Programmes
- Open Programmes
- Printed Matter
Winning New International Customers
This programme will refresh and update your selling skills, teach you how to vary your sales approach to meet the expectations of your foreign prospects, and enable you to sell successfully in the international arena.
Sales training in Europe is still largely based on theories developed in the USA, which assume that what works in the US works everywhere. But as experienced international salespeople know, different cultures require different sales approaches. Moreover, the results of recent research in Psychology and Behavioural Economics have much to tell us about what makes people buy. It’s time to take a fresh look at how best to sell… anywhere.
This is an interactive course. You will practise selling throughout. Sales scenarios will be chosen when we know what countries/regions the participants are interested in. Please come ready to present your company and its products and services.
|WHO SHOULD ATTEND AND WHY?|
If you sell your company’s products or services in foreign markets, you need to adapt your sales style to suit those markets. This course is designed to help those in export sales and those who manage regional or international sales teams.
Richard Pooley has been selling internationally for over 30 years, especially in the Baltic region, Brazil, Denmark, Japan, Turkey, and the UK. He was Managing Director of the UK-based training company, Canning, until 2012. He now lives in France and continues to do specialist sales, negotiation and cross-cultural skills training around the world (e.g. Engaging with Executives for Schneider Electric’s Global Account Managers in Europe, the USA and Singapore). His book on international negotiation skills – Why Doesn’t He Use a Spoon? – was published in September 2014.
690 EUR + VAT Early bird fee (if payment is made before November 22)
This course is perfect, if you do not understand why you are hitting the wall with your international counterpart.
Import Commercial Manager, MSC Latvia
The programme allows to understand much more about international customers, helps to increase sales in other market.
Board Member, K-Tehnoloģijas
The programme is very useful for developing a solid basis to avoid unnecessary mistakes when dealing with customers all over the world.
Chairman of the Board, Silvanols
For additional programme information