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Training: International distribution: management, motivation and control of distributors and agents in export markets.

  • June 2nd 2026 - From 10:00 to 13:00
  • Online session
  • 220+VAT. 10% discount for registrations before May 15th.

Why not miss it?

Of the various options for internationalization, exporting is the most frequent option because of its relative ease and flexibility.


Many companies export through distributors and agents. Others, because of their activity, sell directly to the end customer (B2B). In all cases, international management faces continuous challenges.

Join the training course: International distribution: management, motivation and control of distributors and agents in export markets!

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In this training we will answer, among others, the following questions

  • How to optimize the selection of export markets?
  • What are the best criteria for the selection of intermediaries (distributors, agents), or final customer?
  • How can we get the most out of our international distribution network?
  • How can we effectively monitor the performance of our distribution network, within a framework of mutual trust?

Training structure:

  1. Strategic planning: selection of markets and intermediaries
    – Market selection: diversification, mature vs. emerging markets. Key variables in market selection. Why most generic indicators do not work for us
    -Intermediary selection: reactive vs. proactive selection. Value proposition. Primary and secondary information. Keys in negotiation.

  2. Integrating the cultural dimension
    -Hofstede, Erin Meyer (The Cultural Map): why the cultural context is key
    -The importance of trust in international relations
    -How to overcome resistance to change

  3. Management, motivation and control of the distribution network
    -Responsibilities of the intermediary or end customer
    -Expectations and fears of the international distributor
    -Why sales objectives are often not met. Key points in the negotiation with a distributor
    -The importance of the International Marketing Plan: objectives and systematization
    -Reporting and information flow
    -Sales visit: optimizing visits to international markets.
    -Motivation of sales teams. How to influence team dynamics.
    -CRM and automation
    -The importance of training.

  4. Closing the circle: Growing without dying of success
    -Internationalization and internal management in the company.
    -International trade fairs and exhibitions: key factors for success
    -Trade missions
    -Export Manager 2.0: challenges and opportunities

Speaker

Oriol Castells

Oriol Castells

Export Manager at GISP Limited, an international company specialized in the development of industrial products, especially OEM products for the kitchen industry. He also teaches international business at ESCI Upf.

Technical data

The member companies of amec have a 40% discount on the price and a 20% discount for Ascamm and AER members.

Members of amec220 + 21% VAT

Ascamm and AER members: €290 + 21% VAT

Non-member companies: 370€ + 21% VAT

Minimum number of attendees: 7

This training can be subsidized by Fundae. Ask us for the documentation you need to be able to subsidize it.

For cancellations made 7 days prior to the start of the training, no refund will be possible.

Do you have any questions? Send an email to Eva Pahissa – epahissa@amec.es – Telf.: 630366789

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