Shape field (scope)

The TÜV HELLAS Export-International Trade Sales Executive scheme is for qualified salespeople, capable of performing outreach, service and sales tasks in foreign countries, and to methodize the interconnection of trade transactions between countries, and the export activities and extroversion of companies.

Subjects/Specialisations

General and with specialisations in the agri-food or food sector, pharmaceutical sector, aluminium sector

Cognitive framework (syllabus)

• Legislation and business ethics
• Principles of sales and marketing
• Customer buying behaviour
• Contacts with export agencies
• Analysis of potential markets
• Monitoring the market environment
• Monitoring of competitors
• Resource management and optimisation
• Social media
• Online promotion
• Conferences and exhibitions
• Customer needs and expectations
• Market development
• Products and services
• Export plans & penetration strategy
• Costing,
• Purchase decision process,
• Verbal and non-verbal communication
• Management of potential customers
• Prospective customer management
• Contacts & visits to customers
• Offers, Proposals for cooperation & follow up,
• Presentations and product demonstrations
• Orders & contracts, Negotiations,
• Customer relationship management (crm)
• After-sales support
• Sales meetings
• Sales finance
• Targeting and monitoring indicators
• Management of objections and complaints
• Risk management
• Incentive systems
• Sales network organisation

 

Examination methodology

Theoretical examination

Certification Prerequisites

At least Compulsory training