Sales and MarketingExport Marketing and Market Entry
Continental trade arrangements have lowered tariff barriers without lowering the practical ones, and most failed export attempts fail on distribution, payment and standards rather than on demand. This course covers entering a market properly. Delegates work through market selection and screening against realistic criteria, assessing demand and competition at a distance, and entry mode from direct export through agents and distributors to local presence, with the control and cost each involves. Standards, certification and labelling requirements are covered, since they stop consignments. Pricing for export including landed cost and terms follows. Payment, credit risk and getting paid are addressed. The course closes on appointing and managing a distributor and on the commitments an export market requires.
Course objectives
- Screen and select target markets against realistic criteria
- Assess demand and competition in a market at a distance
- Choose an entry mode and understand its control and cost
- Meet standards, certification and labelling requirements
- Price for export including landed cost and trade terms
- Manage payment, credit risk and collection across borders
- Appoint and manage a distributor and sustain the commitment
Who should attend
- Export and international sales managers
- Business owners entering regional markets
- Trade promotion and development agency staff
- Marketing staff supporting export activity
- Manufacturers and producers seeking new markets
Course outline
- 01Lower tariffs, unchanged practical barriers
- 02Market selection and screening
- 03Assessing demand and competition at a distance
- 04Entry modes and their control and cost
- 05Standards, certification and labelling
- 06Export pricing and landed cost
- 07Payment, credit risk and collection
- 08Appointing and managing distributors
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 30 September to 2 October 2026 | Nairobi, Kenya | Classroom | USD 995 per delegate | Register Now |
| 18 to 20 January 2027 | Online | Online | R6,500 per delegate | Register Now |
| 27 to 29 January 2027 | Dar es Salaam, Tanzania | Classroom | USD 995 per delegate | Register Now |
| 3 to 5 February 2027 | Casablanca, Morocco | Classroom | USD 995 per delegate | Register Now |
| 15 to 17 February 2027 | Maputo, Mozambique | Classroom | USD 995 per delegate | Register Now |
| 8 to 10 March 2027 | Windhoek, Namibia | Classroom | R14,950 per delegate | Register Now |