Advanced Training for the Food Sector: Effective International Sales and Negotiations

📅 October 2–30, 2025
📍 Estonian Chamber of Commerce and Industry, Tallinn & Zoom

International Sales and Negotiation Skills for the Food Sector

The sessions took place as follows:

• October 2 – Estonian Chamber of Commerce and Industry, Tallinn
• October 16 – Online (Zoom)
• October 30 – Estonian Chamber of Commerce and Industry, Tallinn

Total duration: 24 academic hours, held under the Agricultural Knowledge and Innovation System (AKIS) framework.

Focus and Key Topics

The program focused on building international sales and negotiation competence, covering the following key areas:

• Market analysis and target market selection
• Understanding customer segments and buyer personas
• Market entry strategies (direct sales, e-commerce, partnerships, distributors)
• Adapting marketing and brand communication to cultural context
• Sales forecasting and pricing strategies
• Negotiation techniques, contracts, and risk assessment

Participants received a comprehensive understanding of market entry processes and developed practical skills for managing international business operations.

Learning Methods and Tools

Each day combined theory, practical exercises, and teamwork.
Participants used EYBA’s proprietary tools and templates, including:

• Target Market Evaluation Model
• Buyer Persona Template
• Sales Message and Email Templates
• Regulation Checklist
• CRM Planning Template

By the end of the program, participants created and presented their own market entry plan tailored to their company’s goals.

Trainers

Leila Haugas – Export and Sales Mentor, Co-founder of EYBA.
With over 15 years of experience, Leila has guided companies across the U.S., Europe, Asia, and the Middle East, helping them achieve measurable growth and expand to new markets effectively and systematically.

Maria Palk – Marketing and Export Expert, Co-founder of EYBA.
Maria has supported both large and small businesses in building international sales strategies, refining brand communication, and finding B2B clients worldwide. Her approach is practical, clear, and focused on achieving tangible results.

Outcomes and Impact

As a result of the training, participants gained:

• A structured understanding of export market entry;
• Tools for market analysis and customer segmentation;
• Skills to develop effective pricing and sales strategies;
• Confidence in negotiations and international business meetings.

The program demonstrated that successful export begins with clarity, strategy, and practical action.

Certification and Next Steps

All participants who completed the program received an official certificate of completion and an invitation to join EYBA’s follow-up mentoring program focused on building export partnerships and networks.

📅 Registration deadline: September 26, 2025.

EYBA – Empowering Estonian Companies to Grow Internationally

EYBA (Expand Your Business Abroad) supports Estonian Small and Medium-sized Enterprises in building export readiness, creating market entry strategies, and achieving sustainable international growth through mentoring, training, and strategic partnerships.

🔗 More information: https://www.koda.ee/et/sundmused/taiendkoolitus-toidusektorile-tohus-muuk-ja-labiraakimised