World Trade Center Denver – International Sales

Learn about different global distribution channels and factors to consider when you need to decide on one.

What You’ll Learn In International Sales

Introduction

• Instructor Background
• Slides
• Agenda

Assessing The International Market

• Assessing the International Market
• Assess Which Markets To Go Into
• Two Tools For Assessment
• Pestle
• SWOT Analysis
• Example SWOT Analysis- Starbucks
• Knowing Your Competitors
• The 4 Ps of International Marketing
• Document Your Plan
• Resources

International Channels

• Section 2 Agenda
• Sales Route Checklist
• Start With Your Customer
• Two Types of Sales Channels
• Choosing The Channel
• E-Commerce B to C
• Advantages of E-Commerce
• Disadvantages of E-Commerce
• Risks of E-Commerce
• Set up and Manage E-Commerce
• Advantages to Using a Distributor
• Disadvantages to Using a Distributor
• Disadvantages to Using a Distributor 2
• Finding Distributors
• Sales Through Distributors
• Sales Through Retailers/ Partners
• Sales Through Retailers/Partners – Disadvantages
• Selecting Retailers/Partners
• Managing Retailers/Partners
• Distributor vs Retailer/Partner Chart
• Sales Through Agents
• Direct Sales In-Person
• What Channel is Right for You

Sales Organization: Structures/Roles, Process and Tools, Culture

• What Do You Think Makes a Good Salesperson?
• Sales Representative
• Partner Manager
• Business Development Representative
• Sales Process
• Example Sales Process
• How Do You Manage Your Team?
• Conclusion
• Questions from the Audience

Sale Page: World Trade Center Denver – International Sales

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