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International Business
To help maximize your sales in global markets, MAP provides training to continually upgrade employee skills - in English - in such areas as:
Negotiations
Phone conferences
Business English - for general staff
- for managers
Presentations
Meetings: preparation, interpretation
Messages
Marketing materials
Trade shows
Claims and complaints
Other courses usually show hardly any performance gain, in the months after. MAP's training differs significantly from such typical courses:
- We raise attendees' motivation to learn and use the techniques;
- Minimal lecture (to avoid low transfer & adoption), wide usage of attendee-active methods like role playing & simulations;
- Our detailed program of follow-up actions in the months AFTER a course, ensures adoption & usage in daily work.
We start at where you are now, and help you move your sales staff performance up, phase by phase. MAP’s experienced consultants - fully bilingual - do a comprehensive analysis of your present structure and processes, leading to a set of graduated, phased action steps that facilitate implementation and results.
We consider follow-up and follow-through to be essential to successful implementation – until something new becomes habit and routine, it hasn’t been really implemented. Have you held training programs, seen a spike up in results for a few months, only to fade back? Any actions taken must become long-term habits, and we will follow up to help you make that happen.
Our background and experience are solidly grounded in the basics of international business. You benefit from over 30 years of experience. We are especially strong in the Japan setting.
MAP focuses on core skills, methods and tasks. We are hands on. We don’t go for the easy, quick (and usually quick-disappearing) fix.
We analyze your current environment and current processes, your people and their competencies, to uncover basic steps your staff can use to do more business. We keep following up to ensure that recommended steps become repeatable habits.
We work with every section that is important in your international business process to uncover areas for immediate improvement.
We’d be happy to discuss what improvements we can help you implement at your firm. At no charge, of course.
The MAP philosophy
MAP approaches international business with these fundamental observations :
Daily work habits have great impact on results. Habits are not changed overnight – your staff have to keep at it, day in and day out, for months. Your middle-level team leaders are key
- what they use daily, over the months and years, largely determine what results you get.
Simple steps, started now, can be more practical and implementable than expensive radical systems changes or one-time seminars. Ongoing follow-up, with top management (= you!) attentiveness, is needed for the habits to take root and not fade away. What gets measured gets done.
Your international business group must focus on the basics of the process. Methods and skills must be clear, structured, repeatable, understandable.
Daily / weekly / monthly planning by each team manager is essential, and must be matched with the short and long term strategic goals of your company. The business process must reflect the client’s buying process and your company’s product / price / target market strategy in major markets.
All parts of your organization must meld together and support your international business effort. The sales executive must understand how his or her activity coordinates with others in your Japan operation. The expectations and role of everyone in your organization should be clear and specific, and preferably summarized in a sales manual.
We can stop by to discuss your situation, goals and frustrations. You can reach Dan Harris, principal, at the phone and email below.
Click on these pages for more details:
Useful info
Book: B2B Selling in Japan
