International sales tactics training Sep 18

Preliminary agenda
Date: Wednesday, November 4
Venue: The von Stackelberg Hotel

Arrival to

11:30     Coffee and refreshments
12:00     Welcome note and introduction to the training
12:15     Start of the training
Topic:International Sales Tactics (for details please see below)
Trainer: Mr. Iain Muir, Mercuri International (for details please see below)
14:00     Lunch
14:45     Training continues
16:45     Coffee break
17:00     Training continues
19:00     Closing remarks
20:30     Welcome drink and ice-breaking on hotel premises in Kaval-Ants Pub
21:00     Networking session 

Date: Thursday, November 5
Venue: TBD (but most likely on hotel premises or 300m radius)

09:30     Coffee and refreshments
10:00     Match-making event for companies
Moderator: TBD
13:00     Thanks for coming

Training overview

Mercury International will carry out an extensive probe among attending companies before the training, which includes telephone interviews and an on-line questionnaire.
Training agenda (preliminary and subject to change based on above):

• Sales strategy and -model
• Geographical focus and target market entry
• Hunting for sales opportunities and potential customers
• Sales via 3-rd person method
• Different approaches to organize sales in foreign markets
• Customer profiling and sales potential analysis
• Winning the customer over to your side
• Cultural obstacles and methods how to overcome them
• How to choose the right communication channels and how to implement them successfully to meet your sales targets
• How to approach and handle the first contact phase with the customer
• Sales negotiations among participants from different countries: phases and tactics therein
• How to put it all together i.e. Action Plan formulation

Trainer overview

Name: Iain Muir
Place of birth: Glasgow, Scotland
Place of stay: Helsinki, Finland
Education: Sussex University: Pedagogies and Social Psychology, Birklands Management Centre: Management Studies, Oxford Psychologists Press: MBTI, Others: Belbin Personality Typing/ De Bono Six Hats Method
Languages: English (mother tongue), French, German and some Finnish
Field: Training / Consulting specializing in cross-cultural communication areas /
Presentation skills/ Negotiation skills: Mentoring, Coaching and Facilitation
International Projects (including, but not limited to):
- VDSL Setting up international IT company
- Nokia Global team training programs
- Outokumpu Global Fast Track Management programs
- DBS France Ongoing Management Training
- Germany - Motorola Presentation skills/Communication skills
- Finland - Various cross-cultural developmental programs, TietoEnator/Fazer/Nordea/Fintra/Mercuri
- UK - International Sports Events
- USA - Various conferences participation

For information and registration please send an e-mail to services@tehnopol.ee.

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