The Minister for Enterprise, Trade and Employment, Micheál Martin, launched Enterprise Ireland’s third annual International Selling Programme last month, in front of an audience consisting of CEOs, Sales Directors and Business Development Executives from across the country.

The programme, which is targeted at generating and sustaining export sales, comprises nine modules, and will run from February to November 2008. It will be delivered by the Dublin Institute of Technology (DIT) on behalf of Enterprise Ireland at two different locations: one in the capital and another in a regional venue that will be selected on the basis of its suitability for the majority of participants (last year it took place in Cork).

Speaking at the launch, the Minister said: ‘The International Selling Programme is a practical programme that greatly enhances the sales capabilities of export-focused companies by developing their international selling skills and strategies. I would strongly encourage ambitious Irish companies to participate.’

A past attendee of the programme, James Kavanagh, Sales Manager in Novum, commented: ‘As a direct result of the International Selling Programme, I can identify €800,000 in new business for year one and forecast another €1 million for year two The programme brought about a dramatic shift in our sales psyche.’

According to Enterprise Ireland, the response of past participants in general has been one of enthusiasm, with all reporting changed behaviour, improved practices, more structured approaches and increased sales attributed to the programme, which receives the support of Enterprise Ireland’s network of 32 overseas offices.

Liam O’Donoghue, Head of Client Management Development at Enterprise Ireland, said: ‘More Irish firms need to consider the vitally important areas of management and leadership if they wish to achieve sustained growth and achieve international scale. The International Selling Programme addresses these needs and helps Irish companies to maximise the potential in their sales cycle – from defining their product’s value proposition, to qualifying targets, to developing culturally appropriate negotiations right through to closing sales, tracking performance and fine-tuning channel and customer relationship management.’

Further information on the initiative can be found at www.enterprise-ireland.com/internationalselling