Intensive training on International Sales; Purchase; and Merchandising

To become a professional excellent sales/purchasing staff and merchandiser in 60 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 and merchandising;
  • 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, and merchandising;
  • 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 new suppliers;
  • Trainess can handle and thoroughly solve the specialized issues in negotiating and signing contracts in international business and merchandising;
  • 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;

Business 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.

Business Information from Surveying Agency

Business Information from Business Category

  • What is the Customs Data/Shipping Line Data/Business Directory?
  • How to find these data?
  • What are the advantages and disadvantages of these data?
  • The effectiveness of these data in building business strategies and finding customers/suppliers.
  • Practice: data analysis and customers/suppliers searching.
  • How to learn about the company's products and production
  • How to prepare professional knowledge before making a sales/purchase call;
  • How to build the content of an international sales/purchase call;
  • How to prepare information, situations and solutions to handle situations before the call;
  • Practice in English the scenarios that can occur during the sales/purchase call;
  • Practice in English - how to present to customers about Products;
  • Practice in English in negotiating with partners on prices;
  • Practice in English in negotiating Payment, Transportation, shipping documents;
  • Specialized skills in sales/purchase via phone with customers/suppliers;
  • Specialized English used in Telephone sales.
  • Price calculation according to each term of Incoterms 2010/2020.
  • How to convert prices;
  • Types of price agreement: Fixed price, flexible price, deferred price, partial price, futures market price.
  • Pricing practices in some countries;
  • Types of discount;
  • Internal workflow: Price submission and approval;
  • Negotiation with customers and suppliers about prices to ensure profitable target;
  • Some popular market news sites;
  • Instructions on how to prepare a quotation.

 

  • Practice: repeatitive calls with customers/suppliers.
  • Practice: to prepare a Market Report to send to customers.
  • Practice: to chitchat with customers/suppliers through informal communication channels (Wechat, Viber, Whatsapp, Line…)
  • How to use social networks to connect with customers/suppliers (Facebook, LinkedIn, etc.)
  • Practice writing repeatitive emails to encourage customers to re-place orders;
  • Another sales channels: International Fair, Trade Representatives, Surveying Agency…
  • 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.
  • How to use attractive email frame templates (MailChimp, GetResponse, ConvertKit...)
  • 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.
  • Introduce e-commerce sites used for each market;
  • Costs and benefits of becoming a Gold member on Alibaba;
  • Advantages and disadvantages of buying and selling on Alibaba;
  • Procedures and things businesses need to prepare before joining Alibaba
  • How to get more Orders, more RFQs on Alibaba (How to improve score)
  • How to post a product on Alibaba (basic/advanced on Smart editing);
  • How to manage a product showcase on Alibaba;
  • How to write an attractive offer on Alibaba;
  • How to prepare photos and videos to meet Alibaba's requirements and to attract customers;
  • How to analyze and select good RFQs on Alibaba, to avoid spam RFQs
  • How to quote product prices on Alibaba (basic and advanced);
  • How to manage Orders and Chitchat with Customers on Alibaba
  • Distinguishing trading activities of Manufacturer, Trader and Broker;
  • Big traders in Vietnam in some key commodities;
  • Legal obligations of each party in an international sales contract;
  • The strengths and weaknesses of each above-mentioned party;
  • The way in which Traders and Brokers keep their partners and make profits;
  • Risks and advantages of doing business with Trader and Broker;
  • A tripartite contract with Trader;
  • A brokerage Contract with Broker;
  • How to change documents in tripartite trading and basic operations that a Trader must know.

Exporter's job:

  • How to Check a Purchasing Order/Proforma Invoice;
  • How to check/draft a contract;
  • How to review and amend a contract prepared by a buyer;
  • How to draft Invoice - Packing List according to international standards.

Importer's job:

  • How to compose a Purchasing Order/Proforma Invoice;
  • How to review/draft a contract;
  • How to check and amend a foreign trade contract prepared by a seller;
  • How to check Invoice - Packing List.

Exporter's job:

* How to check shipping schedule

* How to ask for freight rates and deal with Forwader/Shipping Lines

  • Practice in English: email and call asking for charges

* Track Booking Note

  • Practice: reading, checking and detecting errors of a Booking Note;
  • Practice: get Booking directly on the website of the shipping line.

* Follow up and prepare Cut-offs S/I - VGM - Doc - C/Y

  • Practice: write emails urging customers to send Shipment Advice;
  • Practice: drafting and submitting the S/I to the shipping line's website;
  • Practice: drafting and submitting the VGM to the shipping line's website;
  • Practice: check the content of the draft B/L and get the official B/L on shipping lines' website;
  • Practice: follow-up and ask for extension of C/Y cut-off and other cut-offs;
  • Practice: ask for more free time for DEM - DET with FWD or shipping lines;

* Get the Bill of Lading

  • Practice: make an Authorization for freight payment/Get original B/L/Telex Released;
  • Manage freight charges with forwarder/shipping line.

* Shipment tracking

  • Practice: tracking the journey of a shipment in interntaional transportation

Importer's job:

* How to check shipping schedule

* How to ask for freight rates and deal with Forwader/Shipping Lines

* Track Booking Note

* Coordinate to help exporters prepare Cut-offs S/I - VGM - Doc - C/Y

* Shipment tracking

* Get D/O - release goods

  • Practice: read a Notice of Arrival
  • Practice: make an Authorization for FWD to pay freight and get D/O;
  • Manage freight debt with forwarder/shipping line.
  • Handling DEM - DET issues with forward/shipping lines

Exporter's job

* Sample management

  • Practice: write an email to discuss with the customer about the sample;
  • Practice: email to push customers to approve product samples;
  • Practice: declare AWB via Fedex, DHL… to send samples;
  • Practice: write an email to confirm the sample making with the factory;
  • Practice: make a sample management file;

* Working with the factory to process orders and stuff goods

  • Practice: compose a Production Order.
  • Coordinate with related parties to track packaging and raw materials.
  • Send and track customer's packaging approval

* Working with surveying agency and trucking house

  • Practice: write an email to schedule an inspection with the inspector and the factory;
  • Practice: write email to schedule fumigation with fumigation company and factory;
  • Practice: write an email to order a truck with a trucking company;

* Insurance Coverage for shipment (if any)

  • Practice: write an email to ask for insurance coverage for the shipment;
  • Practice: fill out an Insurance Application Form;
  • Practice: check an Insurance Certificate;
  • Practice: prepare a set of documents to claim insurance;

Importer's job:

* Sample management

  • Practice: write an email to the supplier about the sample;
  • Practice: email to push suppliers to send samples;
  • Practice: tracking AWB through software of Fedex, DHL... to track samples;
  • Practice: make a sample tracking file;

* Ask the seller to update the goods production progress and packing/shipping status

* Strict control of third-party inspection work.

* Insurance Coverage for the shipment (if any)

Knowledge Consolidation:

  • Payment process by each method: T/T; Documentary Credit (L/C); Collection (D/A-D/P); CAD…
  • Document negotiation process in Collection and Documentary Credit payments;
  • Practice: compose a file to manage the entire job of order management.

Exporter's job:

  • Practice: write an email to push payment;
  • Practice: read, understand and check the contents of an L/C;
  • Practice: drafting a Bill of Exchange;
  • Practice: tally and prepare a full set of shipping document;
  • Practice: compose a file to manage debts and payments;

Importer's job:

  • Practice: write an email to explain the late payment;
  • Practice: write an email to push the supplier to send original documents or release the goods;
  • Practice: fill out an Application Form for L/C Opening;
  • Practice: checking shipping documents (draft and original);
  • Practice: compose a file to track debts and payments;
  • How to hide prices and partner information on Commercial Invoice;
  • How to hide information about partners Packing List;
  • How to Switch B/L;
  • How to switch Insurance certificate and other certificates;
  • How to adjust C/O in tripartite business;
  • How to use transferable L/C and back to back L/C in tripartite business;
  • How to prepare documents in the payment of documentary credit (L/C) to avoid discrepancy charge.
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