Why Selling across Cultures? Today, organisations increasingly strive to expand their business through the development and penetration of international markets. As all sales people and indeed business professionals know first impressions are everything. Whether you are launching a new product, delivering a sales presentation or representing your company at an overseas exhibition how you are received will be based on how you act and what you say. Even the most experienced sales teams can face challenges and frustrations when they venture into international markets for the first time as they realise that techniques that work at home are not always as effective overseas. Different approaches to meetings, negotiating, building trust and closing a sale will all impact the success of selling across cultures as will the way they communicate with their new contacts.
With these challenges in mind, Communicaid has developed Selling across Cultures. This course aims to assist sales managers and professionals to develop the intercultural competence and communication skills required when Selling across Cultures. Upon completion of a Communicaid Selling across Cultures course, you will understand the key issues and motivators that drive your international clients and be aware of the skills and strategies you need to sell to them more effectively.
Benefits
Communicaid’s Selling across Cultures course will provide you with:
- Increased awareness of your potential clients’ requirements and expectations across cultures
- Skills to adapt your existing presentation and negotiation skills
- The opportunity to explore your own context and share best practice with other delegates
- Enhanced communication skills for international selling
Who should attend?
Communicaid’s Selling across Cultures course will be of benefit to you if you:
- Manage international sales teams
- Are a sales or business development professional working in international markets
- Are involved in international marketing or brand management
Course overview
All our Selling across Cultures courses are designed to meet the specific needs of our clients depending on their personal/organisational requirements and existing skills set. A Selling across Cultures course typically includes:
- Understanding the impact cultural difference
- Building trust and relationships with potential clients
- Interpreting cross-cultural communication styles
- Adapting your sales and negotiation techniques
- Closing your deal and the importance of contracts
- Practical strategies for more effective selling across cultures
Approach
Selling across Cultures courses are available seven days a week, 365 days a year, either at one of our training centres in London, Paris, Frankfurt and New York or at your offices in any location worldwide. We usually recommend a one or two day course but can also offer a more flexible format to suit your schedule. The course can be tailored to a specific region or country or can take a broad approach to Selling across Cultures.
Suitably tailored materials will be used throughout your Selling across Cultures course and your trainer will provide a balance of structured input and discussion of case studies and scenarios relevant to your own particular context.
The most appropriate training format, content and approach for your Selling across Cultures course will be discussed during your diagnostic consultancy.
Selling across Cultures course trainer
Your Selling across Cultures trainer will be assigned to you following the results of your diagnostic consultancy according to your objectives and areas of focus. Detailed below is a sample profile of member of our Selling across Cultures trainer team:
DM
DM has travelled extensively throughout her 30 year professional career in sales and marketing and has visited more than 140 countries on five continents. She now helps large organisations to work more effectively throughout the Indian subcontinent, the Middle East and the Asia Pacific region.
DM was Middle East Sales Manager for a Fortune 500 IT company for several years in the 1990s and early 2000s, running a territory from a regional hub in Dubai that extended throughout the Middle East to the Afghan border, as well as to countries in North Africa and the Eastern Mediterranean. She was also responsible for marketing and public relations, including print and broadcast media.
Her earlier career was spent at a major supplier of banking technology, based in London, where she opened and developed markets in the Middle East, India and Pakistan.
She also has extensive experience working in the Asia Pacific region, during two separate phases of her career. She was responsible for assessing and developing selected markets for a range of banking concerns in the late 1980s through the mid-1990s, which included regular and extended business travel to targeted markets, including Australia, Japan, Singapore, Indonesia and Malaysia.
|
Cross-cultural
training 
+44 (0) 20 7648 2140
