Training/speaking

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

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

 

 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-  

 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 

Quotes can be sent with no charge: email info@brunocignacco.com