Administering your International Sales Process efficiently

Summary
Program
Nomad' Network
Testimony

Who Should Attend

Sales representatives

What's more?

Innovative and effective online tools:
Nomad' Profile®: Cultural Profile, Comparison tool, Country Packs
Nomad' Network®: preparing & following the training
Theoretical as practical and concrete approach
Keys to understand export business
Efficient method to be well-organized
Personalized action plan

Objectives

Appropriating all the stages of the sale
Learning the dynamics of interviews
Experimenting with your powers of persuasion
Analyzing your strong points and areas for improvement

Administering your International Sales Process efficiently

1. Preparing an interview

Strategy
Purpose
Means
Opening remarks

2. Successful initial contacts

The 4X20 rule
6 mistakes to be avoided
The contact plan
5 techniques to initiate the dialogue

3. Mastering sales interview

Areas to explore
Asking the right questions
Active listening
Rewording and summing up
The sweeping question

4. Effective selling points

6 tips
The SONCAS
Structuring the arguments
The language of persuasion

5. Stating and backing up the price

The price is a sum total of benefits
Stating the price
Selling the price

6. Handling objections

5 recommendations
Handling objections

7. Concluding

Spotting signs of customer's readiness to buy
Closing the sale
Taking one's leave

Administering your International Sales Process efficiently

1. A personal online space to prepare your training

You will find :

the logistical information
a preparatory questionnaire
educational materials
a mailbox to contact the consultant

Inscription au Flash Info Akteos - Management interculturel

It is also an area for information and exchanges reserved to Akteos' clients and experts with a forum, a directory, news, a multimedia library and tips.

2. The Nomad' Profiler©, an essential intercultural tool

The Nomad' Profiler© allows to fully apprehend the cultural differences and to develop your intercultural skills.

The model developed by Akteos around 10 cultural dimensions is the pillar to its teaching and brings together:

The Cultural Profile
This reading grid allows you to identify your cultural preferences in a professional context.

The Intercultural Comparator
With this tool, you can compare yourself to other cultures, evaluate the differences and anticipate any comprehension difficulties.

The Country Packs
A few clicks to get the essential information on the cultural codes and the business life of your next destination.

The possibilities of using the Nomad' Profiler are various, whether it is before, during or after the training. It is a true travel companion across cultures.

3. A network to extend your training

After your training, go back to the Nomad' Network, ask questions, expand your contacts, find information, etc.

Faced with the reality of the field, you can at any time address yourself to the Nomadians and to Akteos experts via the Nomad' Network forum.
They can share their own experience and help you put into practice the acquired elements of your training.

With the Nomad' Profiler©, discover other country packs, compare your cultural profile with other cultures and continue developing your intercultural skills.