Intensive training on International Sales and Purchasing

To become a professional excellent sales staff in 40 hours

TRAINING PROGRAM FOR INTERNATIONAL SALES AND PURCHASING

1. Users of training program

  • Trainees who are working in import and export field wish to learn more deeply about the international trading;
  • Trainees who have got a basic knowledge of foreign trade or/and having participated in the General Foreign Trade Techniques Course at SIMEX Center, now wishing to take more intensive courses in the international purchasing and selling of goods;
  • Trainees who are final-year students in business and trade management at colleges/universities wish to access practical work;
  • Managers of Sales Dept. who have need to understand and monitor the sales techniques to supervise the work of employees, to serve the administration requirements in Sales Dept.

2. Training Purpose

  • Trainees can deeply understand how to use tools in searching operations of the new customers and providers;
  • Trainess can handle and thoroughly solve the specialized issues in negotiating and signing contracts in international business;
  • Trainees can confidently apply to the recruiter for sales job positions without re-training.
CONTENT OF TRAINING PROGRAM

The B2B E-commerce websites:

  • Introduction of popular websites for each market, each category of goods;
  • How to work on Alibaba.com: Register for Gold Membership, update product information, prices, specifications ... Costs and benefits of joining Gold Membership;
  • Advantages and disadvantages of this method.

Data mining of Vietnam Import-Export Customs

  • Supply of Vietnam Customs data. Cost of purchasing Vietnam Customs data;
  • How to make business statistics and reports from this data;
  • How to research customers, competitors, market demand, supply of goods with this data;
  • Outline a new strategy on client search by analyzing this data;
  • Advantages and disadvantages of this method.

Data mining of shipping companies, forwarder companies

  • How to make business statistics and reports from this data;
  • How to research customers, competitors, market demand, supply of goods with this data;
  • Outline a new strategy on client search by analyzing this data;
  • Advantages and disadvantages of this method.

Attending international fairs

  • List of popular industry fairs, and their popular websites;
  • How to approach customers at the fairs;
  • Plan before trip; work on the trip and report after the trip;

Business information from industry associations and business support centers

  • List and contact information of industry associations;
  • How to work with associations to exploit market information;

Information from Vietnamese commercial counselors all around the world

  • List of Vietnamese commercial counselors all around the world;
  • How to work with these consultants to exploit market information.
  • How to prepare information, predict situations and solutions to handle those situations before the call;
  • Content and Purpose of the first call;
  • Content and purpose of the repeative calls;
  • Specialized and advanced skills when communicating with customers, suppliers by telephone;
  • English for Telephone sales.
  • Price calculation according to each term of Incoterms 2010.
  • How to convert prices;
  • Type of price agreement: Fixed price, flexible price, deferred price, partial price, futures market price.
  • Pricing practices in some contries;
  • Type of discount;
  • Internal workflow: Price submission and approval;
  • Negotiation with customers and suppliers about prices to ensure profitable target;
  • Some popular market news sites;
  • Detailed instructions on how to prepare a quotation.

 

  • Content, Structure and form of an Enquiry;
  • Content, Structure and form of a Reply to Enquiry;
  • Content, Structure and form of an Offer ;
  • Content, Structure and form of a P.O or P.I;
  • Content, Structure and form of a Complaint;
  • How to prepare document files attached together with above emails;
  • Some typical emails of each correspondence.

Important content to be negotiated:

  • Sales term;
  • Quality/Specification, Quantity, Discount;
  • Types of price agreement;
  • Packing, packaging and remarks;
  • Delivery issues;
  • Payment methods and tools;
  • Documents of goods.
  • The content of repeat emails, emails used to encourage customers to purchase;
  • How to use tools used to support international communication: Apps Viber, Whatsapp, Skype, Line, Wechat ...;
  • How to make market reports, update market situation for guest: content, form...;
  • Some advices and practices on sample sending to customers.
  • Arranging the appointments between comepany leaders and partners' leaders;
  • Hotel, air-ticket booking;
  • Preparing detaied schedule of the trip;
  • Preparing the content of the meeting, presentation;
  • Preparing the samples for the customers, and gifts;
  • Internal discussion before the trip;
  • Culture and practices of negotiation in some countries.
  • Composing a commercial contract;
  • Checking content of contract;
  • Counter-signed contract: practices in some countries.
  • Sales by chatchit: interesting tips for sales staff;
  • Some advices when working with suppliers in Vietnam;
  • Internal workflow: difficulties and solutions;
  • Arrange a file of Follow-Up on task of sales man;
  • Making a monthly sales report.
  • Practice: Telephone sales action with leturer;
  • Practice: Compose an Offer Letter
  • Experience sharing: interview and preparation CV for sales job position;
  • Final test
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