Export Sales and Negotiation


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.


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Participants who meet the course requirements will receive a Certificate of Completion issued in electronic format.


Lecture 1
Determining the Value Proposition (L283)
Lecture 2
Preparing for a Sales Meeting (L284)
Lecture 3
Sales Negotiation (L285)
Case Study Exercise (C069)
Certificate of Completion
Export Sales and Negotiation Login to Sign Up
Course Language
English ‎(en)‎
Next start date
10, June 2024
Time required
4 hours over 2 weeks
Course fee
Free of charge
Course access
Open for enrolments
Tutor Information

Shaun Lake (Tutor)

competitiveness export negotiation sales sme export development