Course Overview

Site: WTC Metro Manila Certificate In International Trade
Course: WTC Metro Manila Certificate In International Trade
Book: Course Overview
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Date: Sunday, 29 January 2023, 2:30 PM

1. EXPORT MARKETING PLAN

Developing a marketing plan requires planning, research, time, and commitment, but is proven to be a very valuable process as this will greatly contribute to the success of your business. A well-thought-out marketing plan helps you understand your product or service and how these can be better positioned to your advantage over the competition. With this in place, you will be able to reach your target audience, boost your customer base, and ultimately, increase your bottom line. It helps you set clear, realistic, and measurable objectives for your business.

After completing this course, participants will be able to understand what an Export Marketing Plan is, its importance, coverage, and framework; assess their company’s product’s or service’s readiness for the export market; have an overview of the global market place; learn to analyze the market, industry and the competition vis-à-vis their company and their products or services; know how to find the right market for their products or services; and craft their own Export Marketing Plan.


2. FUNDAMENTALS OF EXPORTING

A company owner venturing into exports must have basic stock knowledge on exports and what it takes to be an exporter. Learn the history, its importance, and how it contributes to the world economy. Learn trade agreements and acquire knowledge on significant laws relevant to exports, the entire export cycle, export procedures, requirements for documentation, and modes of payment. The course will cover an overview of the country of origin, tariff codes, and discuss in detail Incoterms and what one might need to keep as proof of export for potential audits.

After completing this course, participants will be able to understand the international trade, including the various kinds of trade agreements. They will have a better understanding of what export is, why it is good to export and know significant export laws, be conversant on Incoterms, various modes of payment, the export cycle as well as how the export procedures and documentation works. More importantly, the participants will be able to assess and determine their export readiness and/or identify the areas that need to be addressed to make them export-ready.


3. EXPORT COSTING AND PRICING

This course provides an in-depth knowledge on costing and pricing and the difference between the two. It discusses the basic elements of costing, costing techniques, factors that influence pricing, price as a marketing tool, and the elements of price quotation. Finally, it presents several tips, strategies, and approaches on export pricing for products and services, including pricing models.

After completing this course, participants will be able to differentiate cost from price, understand the various factors affecting the cost of a product or service, be able to develop a scheme to be able to compute for the cost of a product or service, understand the various factors affecting the price of a product or service, and develop a pricing strategy for a product or service.


4. EXPORT SALES & NEGOTIATION

Negotiation is the linchpin of international trade transactions. It is during negotiations that the exporter and buyer start to solidify their business relationship. Effective sales negotiation skills can make a significant difference in export performance. There is a constant challenge for everyone in export sales roles to persuade and influence current and potential customers. Readiness with careful research and understanding, and learning how to overcome objections are key in sales and negotiations.

This course introduces participants to a number of sales and negotiating tactics, with a focus on preparing them to attend a sales meeting with a potential international client. It begins by introducing the concepts of a value proposition and a sales pitch, two essential tools to effectively presenting a product or service. The course then continues by taking participants through the preparation process for a sales meeting, which it organizes as a series of 6 logical and sequential steps. Finally, participants are presented with several negotiating strategies, styles and tactics to deploy in a sales meeting, depending on the particular long-term or short-term outcomes which they wish to achieve.

After completing this course, participants will be able to develop a value proposition for a product or service, prepare for an international sales meeting, and prepare a negotiating plan to use in a sales meeting.


5. EXPORT TRADE FINANCE

This course takes participants on a journey through the international trade finance industry with the aim of providing them with the ability to not only identify and access appropriate pre and post-shipment trade finance requirements, including funding source, but also the strategies to effectively negotiate payment terms with buyers or importers. The course uses a hands-on approach to introduce bills of exchange, documentary credits and documentary collections by showing participants how to manage foreign exchange risks and use export credit insurance and/or demand guarantees to minimize the issues involved in offering open account terms. Additionally, the course discusses available sources of financing, as well as loan requirements of banks, with particular focus placed on the ways in which enterprises can meet these requirements by putting together the required financial documents and other necessary information.

After completing this course, participants will be able to identify and apply the different forms of pre and post-shipment financing appropriate for a particular transaction; learn strategies to negotiate payment terms with international buyers; manage foreign exchange risks; analyze the company’s financial needs and identify suitable sources of financing, and get advises on the best ways of meeting bank requirements when applying for financing.


6. MANAGING VALUE & SUPPLY CHAIN

This course introduces the participant to value and supply chain management and their importance in businesses. It discusses and analyzes the processes involved to come up with a product or service in order to establish communication between the leaders of each stage to ensure the product or service is placed in the customers' hands as seamlessly as possible.

This course also provides a practical model for positioning purchased and inventory items and developing appropriate strategies to manage the competencies that will help businesses become more operationally effective and competitive. It discusses the basic transport and logistical requirements of export operations, including cross-border sea freight, air freight and packaging procedures. It showcases the main operational differences between domestic and international trade, allowing participants to better apprehend their operational and managerial performance in terms of trade logistics.

After completing this course, participants will be able to understand the importance of Value Chain Management in order to produce a good or service for exports, including design, production, marketing, and distribution. Participants will be able to know the two (2) approaches to the value chain analysis, i.e. cost and differentiation advantage, identify the impact of supply chain management competencies in a small enterprise, as well as strategies (trade-offs) in a supply chain that positively impact on cost, quality, responsiveness, and delivery for a small enterprise; understand the implications of international trade in terms of transport and logistics; describe the logistics chain and key considerations of sea freight; and describe the logistics chain and key considerations of air freight.


7. ORGANIZATIONAL DEVELOPMENT FOR INTERNATIONAL TRADE

The global economy is growing and the pace of business change is exerting pressure on the modern organization, requiring organizations to continually adapt their business models – just to stay in the game.

Organization Development is the practice of bringing a deliberate and planned change to organizations through pro-active strategies and interventions that enhance Organizational Performance.

At the end of the workshop, the participants will acquire knowledge and skills in solving Organizational Problems, gain an appreciation for what Organization Development can do to improve the Organization’s performance, appreciate the evolution of the Organization Development field from Action research to Change Management and its impact on Human Resource Management, and learn the latest thinking in the OD Field and be familiar with state-of-the-art intervention methods.