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Exclusive deal - 5 slots of FREE International Trade Center's online courses for Hinrich Alumni

Wednesday, 2 May 2018   (0 Comments)
Posted by: Thu Do Ha

The Hinrich Foundation Alumni Association is delighted to offer 5 slots of International Trade Center (ITC) SME Trade Academy online courses for its members.

Register by email to

Thu Do (Dory)

HFAA Secretariat


Courses start in July 2018. 

 Don't miss exciting news from HFAA, register an account here and subscribe to our news here!


 Background on ITC SME Trade Academy (

 The International Trade Center (ITC) is a joint development agency of the World Trade Organization and the United Nations that is fully dedicated to supportingthe internationalization of small and medium-sized enterprises (SMEs). ITC works with policymakers, trade and investment support institutions, exporters and other stakeholders in the public and private sectors t enable export success of SMEs in developing countries and transition economies.

 One of ITC’s programs is the SME Trade Academy, an online learning program that offers a series of courses and access to educational materials on a range of trade-related topics. It aims to provide staff in trade support institutions, SMEs and trade policy specialists with access to pragmatic, topical online courses and learning materials that support their skill development. Most of the courses are in English, but some are delivered in Arabic, French and Spanish.

 All the courses are:

Vocational   Courses provide job-focused training for specific roles or careers in the SME sector.            
 Tutored      ITC subject matter experts and external, guest experts provide online learning

 support throughout the duration of the courses.

 Time-bound  Courses have a specific duration so students can focus on the lessons and tasks and monitor their progress.
 Evaluated   Evaluation activities such as forum tasks and course assessments are mandatory. Students who meet the course requirements receive a Certificate of Achievement issued in electronic format and is verifiable through SME Trade Academy.


Course details

1. Export Sales and Negotiation


The “Export Sales and Negotiation” course introduces participants to a number of sales and negotiating tactics, with a focus on preparing them to attend a sales meeting with a potential international client. It begins by introducing the concepts of a value proposition and a sales pitch, two essential tools to effectively present a product or service.

The course then continues by taking participants through the preparation process for a sales meeting, which it organizes as a series of 6 logical and sequential steps. Finally, participants are also presented with several negotiating strategies, styles and tactics to deploy in a sales meeting, depending on the particular long-term or short-term outcomes which they wish to achieve. 

At the end of this course, participants will be able to

  •  Develop a value proposition for a product or service;
  •  Prepare for an international sales meeting; and
  • Prepare for a negotiating plan to use in a sales meeting.
 Course structure

Lecture 1: The Value Proposition 

Lecture 2: Preparing for a Sales Meeting

 Lecture 3: Sales Negotiation

 Case Study Exercise

 Time required  4 hours of study



2. Introduction to Supply Chain Management                 

 Summary The “Introduction to Supply Chain Management” course introduces the participant to supply chain management and its importance in business for managing the supply chain key competencies and trade-offs. The module provides a practical model for positioning purchased and inventory items and developing appropriate strategies to manage the competencies that will help businesses become more operational effective and competitive. 

At the end of this course, participants will be able to

  •  Identify the impact of SCM competencies in a small enterprise; and
  • Identify strategies (trade-offs) in a supply chain that positively impacts cost, quality, responsiveness, and delivery for a small enterprise.
 Course structure  

Lecture 1: What is Supply Chain Management?

Lecture 2: Key Competencies and Trade-offs

Lecture 3: Using tools to Develop Supply Chain Strategies

Case Study Exercise
 Time required  4 hours of study


3.  Introduction to Cross-border Contracts


The “Introduction to Cross-border Contracts” course begins by defining the main attribute of cross-border contracts and outlines their differences from domestic contracts, before moving on to explina the preliminary processes of contracting and the early-on documents that are required by both parties to establish a basis for entering into a formal contractual relationship.

The course introduces various useful resources for SMEs to use in their work with contracts and highlights the most legal concepts for cross-border contracts. It finishes by providing a quick overview of important terms and conditions of which SMEs should be aware including payment, delivery, insurance and compliance. 

At the end of this course, participants will be able to:

  •  Successfully use early-on documents to navigate the preliminary contracting process;
  •  Enter into legally sound contractual relationships with parties in other countries;
  •  Use the UNIDROIT Principles and/or CISG and the International Chamber of Commerce to ensure fairness and standardization in their contracts;
  •  Identify situations in which important legal concepts such as force majeure will apply; and
  • Use a variety of legal concepts to ensure that their rights are protected during cross-border trade.
 Course structure  

Lecture 1: Introduction to Contracts

Lecture 2:  Model Laws for Cross-Border Contracts

Lecture 3: Legal Concepts and Terms and Conditions

Case Study Exercise
 Time required  4 hours of study

more Calendar

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Thu H. DoHFAA Secretariat
Mohammad Nurun NobiPresident, Alumni Leadership Committee

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