SUMMARY
Receiving an international enquiry is only the beginning. The real challenge for exporters is converting that
enquiry into a qualified opportunity, meaningful negotiation and ultimately a purchase order.

This practical half-day masterclass focuses on the complete export sales conversion journey—from evaluating an enquiry and understanding buyer requirements to preparing effective quotations, handling objections, following up professionally and closing the order.

CONTENTS

• Understanding why international inquiries fail to convert
• Identifying and qualifying serious international buyers
• Understanding buyer needs beyond price
• How to respond to an international enquiry effectively
• Creating quotations that communicate value, not just price
• Handling common buyer objections and price negotiations
• Follow-up strategies that generate responses without appearing desperate
• Identifying buying signals and moving the conversation towards closure
• Building trust and reducing perceived risk for international buyers
• Converting the first order into repeat export business
• Practical email, WhatsApp and buyer communication strategies

FOR WHOM
Export Managers, Marketing Managers, Business Owners, Traders and Exporters, Faculties and Management Students

Programme Date: September 12, 2026

Time: 2.00 PM to 5.00 PM

Fees (Incl. 18% GST): INR 500

Faculty: Mr. Chetan Bhojani Founder & Director, Add Value Consultants, is a Management Consultant with over 27 years of experience in Global Business Management, and International Business Development. He has guided
numerous organizations in business growth, strategic planning, global market expansion, and export development. He is a regular Speaker on International Business and Global Business Management Practices.