The seminar aims to prepare commercial managers of key accounts to develop or enhance skills of sales in an international context. The workshop gives the participants the opportunity to understand the elements and conditions that comprise the relationship management process within a global reach. It also offers an interdisciplinary analysis tools specific to businesses seeking a place in the global market. Participants learn about their style of sales negotiation, consolidate the art of interpersonal communication and develop empathic skills, which are key to building business relationships. In addition, they develop the ability to drive change effectively, generate creative solutions, and move around in different cultural contexts. Finally, participants gain an understanding of how to apply these skills in difficult and demanding contexts. In the current competitive environment, it is important to increase the contribution of the business arriving from abroad to the total profit of the company. This seminar motivates and creates confidence in sales managers, through a formative experience that is based on a strong interconnection between conceptual learning, the exchange of professional experience and the solving of practical cases.
• To develop and improve skills in marketing in an international context;
• To understand the elements and conditions that make up the business and key accounts management process in an international context;
• To acquire specific analysis tools for businesses taking place in foreign markets;
• To recognise the importance of mastering empathic skills and consolidating the art of interpersonal communication within an international context;
• To gain a “toolbox” that contains global negotiation skills, strategies and approaches, including awareness and appreciation of cultural differences.
• Board members, General Managers and Entrepreneurs
• Sales directors.
• Sales managers
• Account managers, key account managers (with or without experience in international business)
One full day, from 8:45 AM to 7 PM. Includes lunch and coffee-breaks.
The seminar should take place by the end of May, beginning of Jun 2021.