Export Advisors is a podcast about international sales. We examine the key elements of a successful export sales operation, in a series of short episodes about topics such as structuring an international sales department, export pricing, programs, payments, logistics and finding the right distribution partners. www.export-advisors.com
In this episode, we talk about international product marketing and how to implement your brand’s promotional resources in export markets.
6 May 2020
Export Sales Documentation and Workflow
In this episode, we take a deep dive into the documentation involved in international sales and the workflow of the export order process, from the time your customer submits a Purchase Order through to the time the order ships from your warehouse.
2 Apr 2020
Best Practices for International Communication
Being a good communicator is an important part of being a successful salesperson, and if you’re working with international customers, those communications skills are even more important. So today we look at some best practices for communicating with international customers.
19 Mar 2020
All About International Credit and Alternatives
In this episode, we talk about international credit and some alternatives when credit facilities are not an option. We look at the documentation required to request credit, credit terms & limits, international credit insurance, Letters of Credit and Cash Against Documents.
5 Mar 2020
What to Look for in an International Distributor
No matter what product category you sell, finding the right international distribution partners is the key to your success. In this episode, we talk about identifying appropriate sales channels and finding distribution partners who can successfully sell your product in those channels.
20 Feb 2020
Export Sales Programs Strategy
In this episode, we talk about international sales programs, which are used in conjunction with your pricing and marketing strategies in order to get greater commitments from your international distribution partners and drive sales growth. We differentiate programs from promotions, and we look at ways to design and implement sales programs for international customers.
6 Feb 2020
Export Pricing Strategy
Today we examine one of the most important elements of a successful international sales operation: export pricing strategy. We talk about how to determine export costs, tiered pricing models, selling from multiple warehouses, and how external factors can influence export pricing.
23 Jan 2020
Elements of an Export Price Sheet
You might think that “a price sheet is just a price sheet” but keep in mind that your international customers require more information than your domestic customers in order to purchase your product. A well-designed export price sheet should communicate more than just a list of products and prices; it should be your international customers’ all-in-one reference to doing business with your company.
9 Jan 2020
All About International Payments
We look at the various forms of international payment that your customers will use to purchase from your company.
26 Dec 2019
All About Incoterms and Freight Forwarders
How does your product get from Point A to Point Z and who pays for what along the way? We’ll talk about Incoterms and the role of an international freight forwarder.
7 Dec 2019
International Sales Management: By Region or by Product Category?
We examine two approaches to structuring an international sales department and look at the pros and cons of each.
7 Dec 2019
International Sales Management: Employee or Agent (Rep)?
We examine two human resources approaches to staffing an international sales department and look at the pros and cons of each.
7 Dec 2019
International Distribution Strategy: Wholesale versus Direct Retail
We examine the two most common approaches to managing international distribution channels, and look at the pros and cons of each.
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