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 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.