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Introduction to Sales and Marketing
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Please note, due to COVID-19 some course dates are being offered through a virtual classroom

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This beginners' course covers all the basic aspects of international marketing and how to develop and grow sales to new and existing export markets.

We look at how to approach a market and what needs to be considered as part of the export sales and marketing plan. We look at the costs of getting products to market and also how to find customers and business partners.

This course will also give delegates a practical guide on how to conduct business meetings, field visits, trade shows and missions.


Learning outcomes

  • Market Assessment
    • Market Research
    • Customer Profiling
    • Target Market Analysis
  • Due diligence
    • Routes to Market
    • Five year plan for exports
  • Product suitability   
    • Marketing Culture
  • Export Pricing Strategies
    • Landed Cost analysis
    • Operational Costs
  • Agents and Distributors
    • Methods of finding Agents and Distributors
    • Agents and Distributor Agreement
    • Use Social Media for Export Research 
  • Communication
    • Literature
    • Field Visits
    • Customer Services
    • Organisational Design or Export Office
  • Managing Time Zones & Public Holidays
  • Trade Shows & Exhibitions   


Who should attend

This course is most suitable for export sales departments who have been tasked with moving a company into international markets. Due to some of the technical aspects and the tools used, it would also be very useful for experience export sales people who have not had formal export training.

The departments within a business that this course would apply to are:

  • Customer Services
  • Export Sales Administration
  • Export Sales Management
  • Marketing
  • PR and Marketing
  • Quality and Standards
  • Distribution
  • Legal


The Presenter - John Reed

John has been involved in international sales for more than 30 years: 8 years selling woodworking machinery into North America, West and Southern Africa, the Middle East, and India; and 8 more selling floor covering products throughout Europe and Scandinavia and into Turkey and Russia.

John has run his own international trade consultancy since 2002 and has helped companies across industry sectors to access many more export markets.

Read more


Member price - £299 + VAT

Non-member price - £399 + VAT


Continuing Professional Development (CPD)

This course is CPD certified - 10 points


Before booking please make sure you read our training course terms and conditions. Booking a place on one of our training courses implies acceptance of these terms.


Dates and locations

Please note, due to COVID-19 some course dates are being offered through a virtual classroom

Start date


 13/10/2020 Virtual Classroom
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Related courses:
Intro to Importing Advanced Sales and Marketing
Introduction to Importing Introduction to Exporting Advanced Sales and Marketing