Being an International Sales Manager involves many challenges: mastering sales process skills in different markets, with different channels and across cultures. You need to expand your company’s international footprint in an economically sustainable manner, understand different market structures, analyse customers’ needs in order to co-create value. The objective of the course is to learn competencies necessary for B2B sales management in an international context. We have created this path: assimilate a structured method for conducting the prospecting phase, improve the professionalism of sales meetings, strengthen your negotiation strategies, deepen your knowledge of foreign markets, and know how to create an account plan.
This course is addressed to International Sales Account, Export Manager, International Sales Manager, Key Account Managers.
The program has a duration of 29 hours and includes: 13 sessions with the teacher, 15 hours of e-learning and 1 hour of individual coaching.
The course allows you to add at your choice a 60 minutes session of individual coaching in which you will be able to simulate, in the language of your choice, and get immediate feedback a discovery meeting, a negotiation or work on an account plan to put into practice a competence you wish to focus on.
In partnership with:
Alessio Arcando
Executive Director
alessio.arcando@bbs.unibo.it
" A unique chance to be trained by senior sales consultants active in 4 continents (Asia, North America, LATAM and Europe). The course will explore the full B2B Sales Development cycle in an international perspective. "
Structure
The training course is divided into 4 modules and has a online format.
Module 1: FIND – Acquire a structured method to organize sales prospects – Refine research into target markets needs – Improve social listening skills – Boost impact of your personal pitch (with individual coaching)
Module 2: BUILD – Become a credible advisor – Be able to conduct a spontaneous and valuable discovery meeting with a sensitivity to uncover all dimensions of customer’s ecosystem – Improve closure rate
Module 3: OPTIMIZE – Learn how to analyse and modify the perceived power balance – Master strategy and behaviour in negotiations
Module 4: GROW – Acquire the Halifax Consulting PIRAT™ methodology for managing complex sales ecosystems and account planning .
INDIVIDUAL COACHING
The course allows you to add at your choice:
- a 60 minutes session of individual coaching in which you will be able to simulate, in the language of your choice, and get immediate feedback in a discovery meeting
- a negotiation or work on an account plan to put into practice a competence you wish to focus on.
COURSES
- Acquire a structured method to organize prospection with a focus on ESG issues
- Refine research into target markets pains
- Improve social listening skills
- Boost impact of your personal pitch
- Become a credible advisor
- Be able to conduct a spontaneous and valuable discovery meeting with a sensitivity to uncover relevant ESG levers
- Improve closure rate
- Learn how to analyse and modify the perceived power balance
- Master strategy and behaviour in negotiations
- Acquire the Halifax Consulting PIRAT ™ methodology for managing complex sales ecosystems and account planning
- Explore co-creation of Sustainable Value with your Key Accounts
Learning approach
Our courses are characterized by a Faculty of academics and consultants. The teaching methodology avails itself of the support of an e-learning platform in which materials and exercises will be uploaded for the study and deepening between the teaching sessions.
Faculty
Faculty members at Bologna Business School work together offering outstanding teaching standards. An international and interdisciplinary approach is guaranteed by a joint team of distinguished national core professors, adjunct, visiting professors, guest speakers and top managers.
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Alessio Arcando
Board of Directors
Fondazione 3M
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Mark Bicknell
Co Founder
Halifax Consulting Italy
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Cyntia Braz
Latam Founding Partner
Halifax Consulting Brasile
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Antoni Girod
Managing Partner
Halifax Consulting Asia
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Vincent Paracini
Latam Managing Partner
Halifax Consulting Brasile
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Ceynur Nak
President
Leappo LLC
Networking
Networking takes place between students in the same class, between participants and lecturers, and with students from other courses or previous editions of the same program.
COMPANIES
Over the years, our partners have been constantly involved in the various activities that make up the structure of our programs. Companies belonging to our network participate in project work and master classes; they actively contribute to introducing guest speakers and organizing company visits. Our partners are our first supporters: they sponsor various scholarships, host internships for students and provide professional opportunities for graduates. The partner companies of Bologna Business School are:
AEROPORTO G. MARCONI ASSICOOP BOLOGNA METROPOLITANA AUTOMOBILI LAMBORGHINI BOLOGNA FIERE BREVINI POWER TRANSMISSION CAMERA DI COMMERCIO DI BOLOGNA CAMERA DI COMMERCIO DI FERRARA CAMERA DI COMMERCIO DI FORLÌ-CESENA CAMERA DI COMMERCIO DI MODENA CAMERA DI COMMERCIO DI RIMINI CAMST CARPIGIANI GROUP CASSA DI RISPARMIO IN BOLOGNA CONFCOMMERCIO EMILIA ROMAGNA CONFINDUSTRIA EMILIA ROMAGNA COSWELL DATALOGIC DUCATI MOTOR HOLDING ENEL ENGINEERING INGEGNERIA INFORMATICA EXPERT SYSTEM FALORNI FASTWEB FERRARELLE FERRARI FERRETTI GROUP FINALMA FONDAZIONE CARISBO FONDAZIONE CASSA RISPARMIO CESENA FONDAZIONE CASSA RISPARMIO DI CENTO FONDAZIONE CASSA RISPARMIO DI IMOLA FONDAZIONE CASSA DI RISPARMIO DI CARPI FONDAZIONE CASSA DI RISPARMIO DI FERRARA FONDAZIONE CASSA DI RISPARMIO DI PADOVA E ROVIGO FONDAZIONE G. MARCONI FONDAZIONE IBM ITALIA FONDAZIONE ISABELLA SERÀGNOLI FONDAZIONE DEL MONTE DI BOLOGNA E RAVENNA FONDAZIONE PER LA COLLABORAZIONE TRA I POPOLI FOOD TREND FOUNDATION FURLA GOOGLE ITALIA GRANAROLO GROUPM GRUPPO COESIA GRUPPO SISTEMA H-ART HSPI HAWORTH HERA HORSA IBM ITALIA IMA ICONSULTING INTESA SAN PAOLO KPMG ADVISORY LABORATORI GUGLIELMO MARCONI LANDI RENZO LEGACOOP BOLOGNA LIGHTHOUSE MANUTENCOOP MAPE MAPS MASAI ITALIA MASERATI MICROSOFT ITALIA MONTENEGRO N.C.H. NUOVI CANTIERI APUANIA OLIDATA ONIT GROUP OPERA SANTA MARIA DEL FIORE PHILIP MORRIS ITALIA POLTRONESOFÀ REGIONE EMILIA-ROMAGNA RICOH S.E.C.I. GRUPPO INDUSTRIALE MACCAFERRI SAP SCS CONSULTING STMICROELECTRONICS SCHNEIDER ELECTRIC SEPS TECHNOGYM TEUCO THE BOSTON CONSULTING GROUP TOYOTA MATERIAL HANDLING ITALIA TREVI GROUP UMBERTO CESARI UNICREDIT UNIEURO UNINDUSTRIA BOLOGNA UNIPOL VEM SISTEMI VERONESI VIABIZZUNO VIDEOWORKS VOLVO CAR ITALIA WPP ITALIA YOOX NET-A-PORTER GROUP
FEES
The registration fee for the program is:
- 3.600 euros (+ VAT) for registrations from companies or institutions;
- 2.950,82 euro (+ VAT) for individual registrations.
The fee includes all the study material available through the online platform.
There are discounts:
– for early registrations;
– for Business Network companies;
– for Alma and Profingest Alumni;
– for groups of at least 3 people.
INTERPROFESSIONAL FUNDS
Alumni and companies can check the availability of vouchers at the Interprofessional Fund of reference:
Fondimpresa – for middle managers / middle management
Fondo Dirigenti PMI – for managers of industrial SMEs
Fonditalia
Fondirigenti – for managers
Fon.Coop – for cooperative companies
REQUIREMENTS
The course is reserved for a maximum of 25 participants.
APPLICATION PROCESS
To register, simply download the registration form and send it by email.
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