Business Training Center
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A practical and accessible introduction to successful international business, importing and exporting; the program also identifies and explains the factors which need to be addressed in order to develop an effective export marketing plan.

To succeed globally business owners, staff, employees and managers must be trained to understand international trade – this Program will produce managers and personnel who have a good understanding of international trade, are equipped with knowledge and skill to help a business to succeed internationally.  Exporting is not an activity for untrained sales managers; exporting can be rewarding and profitable if it is conducted in a professional manner and if an effective international marketing strategy is developed; so this Program teaches how to assess potential export and ‘product fit’ and the importance of products meeting the standards and cultural requirements of target countries. It deals with marketing concepts and tools, and explains effective marketing concepts and strategies to use to enter target markets. It examines pricing, transport and logistics, currency, documentation and insurance, and international law regarding contracts; and it gives a practical, helpful and comprehensive foundation into the requirements of successful import and export.


  • The reasons for conducting overseas business and trade.
  • Defining import and export; the aims and risks.
  • International sales; production and make or buy decisions.
  • International trade for smaller and medium sized companies; acquisitions and mergers.
  • Economic development, international companies and strategy, global markets.
  • Marketing: the marketing mix, marketing planning, market segmentation.
  • Considerations of product fit, product promotions.
  • Strategy: SMART, SWOT.
  • Market research, social, political, legal and economic factors; competition analysis.
  • Macro factors, communication and cultural factors.
  • Barriers to entry, import controls, licences; quality and safety; packaging and labelling.
  • Routes to market; direct and indirect marketing.
  • Trading houses, agents, joint ventures, partners, mergers and acquisitions.
  • Business finance; fixed and variable costs, economies of scale.
  • Budgets, break-even analysis, accounting and financial checks and ratios.
  • Export costing, pricing and global sales, incoterms.
  • Contracts, the offer, terms and conditions, acceptance, breaches of contracts.
  • Transport and logistics: the role of freight forwarders; containerisation, insurance, customs brokers.
  • Customs documentation and procedures, tariffs and bonded warehousing.
  • The bill of lading; types, variations and features.
  • Methods of payment, bills of exchange, currency and exchange rates, letters of credit, pricing.
  • Awareness of and care against fraud.
  • Financing international trade; short and medium, long term options.
  • Forfait, factoring, leasing, premiums.
  • Suppliers, partners, support organisations, export management companies, chambers of commerce.
  • The export marketing plan, format and content, its importance.

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