MarketLinked Sales Mission
MarketLinked - Sales Mission
The sales mission will be of three days duration and should take place approximately six to eight weeks after the market research so the impact of contacts made is still fresh.
The MarketLinked approach is different
The orientation of the sales mission in the MarketLinked Programme is entirely different to the traditional operation of trade missions. The difference lies in the preparation and sales focus. The classical approach is to set up an exhibition in a central venue and invite local businessmen to attend. Some do, some do not and arrangements relating to individual sellers can be haphazard. Business arising from such contacts is infrequent.
The MarketLinked project introduces exporting companies to prospective customers in advance through targeted market research. Specific appointments will be made with those who express a commercial interest in meeting the exporter and can see a realistic prospect of doing business. On arrival in the target market, each company will have an itinerary of appointments. The meetings will ideally take place in the customers’ premises. In this case, contact is one to one and confidential as opposed to taking place in a full meeting room with its accompanying distractions. It allows the two parties to get to know each other better and will give the Ugandan supplier a much clearer picture of the possible business partner.
Preparation of the sales mission – the appointments
Each exporter participant will have +/- six appointments with putative customers that have been briefed on the company, are interested in meeting and believe there is a possibility of doing business.
A preliminary itinerary for each company will have been prepared during the market research. This will be reconfirmed both by phone and in writing.
Preparation of the sales mission - a briefing meeting
A briefing meeting for participants will be held on arrival in the market. This will be used to distribute itineraries and briefing materials and provide general information on the conduct of the mission.