International Sales for Small Business - Webinar

INTERNATIONAL SALES FOR SMALL BUSINESS Dates: October 5,12,19; November 2, 9, 16, 2021 Is Going Global the right decision for your company? This twelve hour course presents an analysis of the sales function across national borders. The impact of strategic, economic, political, legal, and cultural factors on sales activities, factors that influence the globalization of selling, and the impact of cultural differences on global selling and buying will be discussed. The material presented in this course is geared to business owners or managers with authority to decide the strategy and direction of the company. This NOT a HOW to sell basics; it is designed to help participants decide if Going Global is the right decision and if it is, how do they start. Workshop 1: How the COVID-19 Crisis and Recovery are Shaping the Global Economy October 5, 2021, 10am to 12pm (2 hours) • Is going global right for my business? • The international expansion paradox Workshop 2: “Where Do We Mart!” October 12, 2021, 10am to 12pm (2 hours) • Getting Started in going Global • Don't let "FUD" get in your way • Stand out in the crowd • Add value to your company Workshop 3: Entering the Global Market Step by Step, October 19, 2021 10 am to 12pm (2 hours) • The small-step approach • The market-entry steps • One country. Small steps Workshop 4: Reduce the Risk for Your Company Going Global November 2, 2021, 10am to 12pm (2 hours) • Do you have commonality with the geography? • Entry considerations: o Communication and language o Economic climate o Buyer behavior o Investment worthy o Alignment with business practices and culture Workshop 5: Finding a “Mountain Guide” November 9, 2021 10am to 12pm (2 hours) • Find a mountain guide • Build Trust • One country, many cultures - what's in it for customers? Workshop 6: Ethical Frameworks & Possible Conflicts with U.S. Law November 10am to 12pm (2 hours) • Compensation & agreements • Examine a simple case to inspire discussion for the next topic • Go / no-go decision • What happens once you are there?

Speaker(s): Michael Taylor is an Adjunct Professor in the Russ Berrie Institute for Professional Sales (Department of Management, Marketing, and Professional Sales) in the Cotsakos College of Business at William Paterson University.

Co-Sponsor(s): Small Business Development Center at William Paterson University

Fee: No Cost