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International agents, friend or foe? Strategies for establishing fruitful relationships
Addressed to business professionals and self-employed individuals who are considering selling abroad through international agents
Full syllabus:
1. Introduction
- Opportunities and challenges of collaborating with international agents. The importance of the appropriate choice of agents.
2. Role of international agents
- Functions and responsibilities. Sales coordination and brand representation
- Types of agents (distributors, sales representatives, intermediaries). Determine which type is the most suitable for the needs of the business.
3. Selection of agents
- Selection criteria. Aspects like experience, network and reputation.
- Selection procedures
4. Negotiation and establishment of agreements.
- Key contractual terms. Protection of your company's interests
- Negotiation strategies. Balance between flexibility and contractual clarity
5. Management of relations with agents
- Communication and transparency
- Motivation and recognition
6. Legal aspects and compliance
- Legislation and compliance
- Conflict management
7. Questions and answers. Conclusions
Calendar
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IMPORTANT: This activity is carried out in two types of format: face-to-face session or virtual session. Consult the type of each session in the web calendar.
Virtual session: The virtual sessions of this activity are delivered via streaming using the free Microsoft Teams platform. Registrants will receive an email link with the invitation and access instructions prior to the start of the session.
In the activities of the Virtual Classroom, all those people who have accessed the space in the first 30 minutes of the training will be considered as "attended". People who join later will be counted as "not attended" and the corresponding certificate will not be generated.
Face-to-face session: information on the place where the face-to-face session takes place, address and classroom, can be found on the website.
In the face-to-face activities, registered people must certify their attendance by signing the attendance sheet that they will find at the reception of the corresponding equipment.