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 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.