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Trading with New Markets

Understanding the differences between agents and distributors and which is more suitable to products or services. Motivating good performance and monitoring outputs. (With particular reference to planning for a post Brexit world).

Delegates will be able to select, appoint and work with overseas representatives to maximise potential sales in export markets.

Managing directors, sales directors, sales managers and sales representatives. Personnel traveling overseas on behalf of the company conducting sales.

Sales personnel involved in an administrative and support capacity.

Market entry methods and representation:

An overview of the main methods of market entry including direct, agents, distributors, associate networks, strategic partnerships, manufacture under license, joint ventures and multiple methods. The importance of international agreements, how the product or service will influence the market entry method and which is best for you.

Distributors and distributor agreements:

An overview of the role of distributors, essential preparation, distributor profiles, finding, appointing, motivating, working well with distributors and multiple distributors in a market. An introduction to Distributor agreements, legal issues and terminating a distributor.

One of the core 10 courses accredited by the British Chambers of Commerce.

Candidates achieving pass or merit in the course will receive a certificate.

Those who pass in six courses will achieve a nationally recognised Foundation Award in International Trade.


The course will be presented by Graham Card MIEx (Grad) international trade adviser at the Kent Invicta Chamber of Commerce.

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