TRAINING AND COACHING SERVICES

Our organisation offers a series of seminars on international trade topics. We can offer differential prices on these seminars for big groups. We can also design specific in-house courses, seminars and workshops according to companies and non-for-profit organisations’ needs

Some examples of the seminars we deliver are:

SEMINAR 1: HOW TO NEGOTIATE. PATHWAY TO GETTING THE BEST DEALS
Objective: This seminar includes all the main topics related to the negotiation process. The attendees will see the theoretical framework of negotiation and also apply these tools on practical cases.

Audiences: CEOs, salespeople, university students, attorneys, accountants, government servants, etc.
- Definition of negotiation. Relevance of negotiating in all areas of society
- Different ways of solving conflicts
- Main factors of negotiation: actors, time, conflict, power
- Power and negotiation. Sources of power
- Main causes of conflict. Types of conflict. Escalation, retaliation, lessening
- Relationship and substance in the negotiation processes. Asymmetry in the negotiations
- Differences between interests and positions
- Stages of negotiation process
- Strategies for approaching conflict. Different negotiation styles (win – win, win – lose, etc.)
- Creativity and negotiation
- Main differences between local and international negotiation
- Manipulation and negotiation

Duration: 20 hours



SEMINAR 2: SALES TECHNIQUES. HOW TO MATCH CLIENTS’ EXPECTATIONS
Objective: This seminar includes all the main topics related to the selling techniques. The attendees will see the theoretical framework of sales and also apply these techniques on practical cases.

Audiences: CEOs, salespeople, attorneys, accountants, government servants, etc.
- Main aspects of buyer’s behaviour
- Definition of sales. Characteristics of effective sales
- Hard selling and soft selling
- Preliminary research and selection of clients
- Techniques to attract clients
- Main aspects on offering products and services
- Highlighting the features and benefits of the offering
- Dealing with objections and complaints
- Magic words used in sales processes
- Getting a deal. Different ways to reach an agreement
- Important activities after getting an agreement
- Differences between international and domestic sales
- Ethics and sales

Duration: 20 hours



SEMINAR 3: FUNDAMENTALS OF INTERNATIONAL TRADE. HOW TO ENTER THE WORLD MARKETS
Objective: This seminar includes all the main topics related to the penetration of international markets. The attendees will see the theoretical framework of international business and also apply these tools on practical cases.

Audiences: CEOs, salespeople, attorneys, accountants, government servants, etc.
- Benefits of international trade
- Main difficulties on entering the world scenario
- International market research. Main sources. Tariff and non-tariff barriers
- International trade strategies. Main stages
- Quotation for international markets. Main factors of the international price
- Main conditions to be negotiated with the potential foreign partner
- Documentation of international business operation
- Means of collection in international trade
- Packaging and branding for international business operation
- International logistics: main aspects to consider
Alliances with distribution channels
Main ways of promoting the products and services abroad
Quality, competitiveness and international business
Ethics and international trade

Duration: 20 hours


SEMINAR 4: PRINCIPLES OF MARKETING: HOW TO FOCUS ON THE CLIENT
Objective: This seminar includes the fundamentals of marketing. The attendees will see the theoretical framework of marketing and also apply these tools on practical cases.
Audiences: CEOs, salespeople, attorneys, accountants, government servants, etc.
- Different focuses on customers
- Definition of marketing offerings
- Needs, wants and demand
- Value and long term relationships with clients
- Main tools to analyze the customers’ needs
- Consumers’ behaviour.
- Segmentation, targeting and positioning
- The marketing mix (product, price, promotion and place)
- Customisation and customer relationship management
- E-marketing
- Service marketing and global marketing
- The future of marketing

Duration: 20 hours