Qualifications

Module 2

Unit 1 Working with Agents and Distributors

Learning Objectives:

  • The services provided by agents and distributors and how to obtain maximum benefit from the relationship.
  • The distribution channels available to the exporter and the principles of each.
  • How to select the best channel and specific agent or distributor.
  • The importance of the distribution contract, the clauses which should be included and the legal implications.
  • The key elements in training the distributor.
  • The importance of motivating the distributor and agent.

 

Unit 2 Selling Overseas

Learning Objectives:

  • The importance of visits to overseas markets and the necessity of thorough preparation and establishment of objectives before leaving.
  • How to deal with the type of queries which regularly arise during visits to clients and agents, etc.
  • The importance of setting promotion and advertising budgets and of providing high quality literature.
  • The benefits of involvement in trade fairs and exhibitions overseas. ·

 

Unit 3 Transit Insurance

Learning Objectives:

  • The general mechanics of the marine insurance market.
  • The level of protection which can be provided under an export policy.
  • The cost of cover and method of calculation of premiums.
  • Insurance documentation. The advantages of an 'open cover' policy.
  • The procedures involved in making a claim.

 

Unit 4 Credit Control

Learning Objectives:

  • The importance of credit control for exports.
  • The availability of credit information on export customers.
  • Payment methods. Payment terms. Debt recovery.
  • Where to go for advice.

Academic Advisor

Dr. Brendan P. Mac Evoy

Dr. Brendan P. Mac Evoy