Short course300 h · Online · 5 modules

Maritime Negotiation and Sales Course

This course gives you the key tools to stand out in the competitive maritime and nautical sector. You will learn to build solid relationships with clients, identify business opportunities and close profitable deals, master persuasion and objection handling and adapt your approach to the specific challenges of the maritime industry, so that you can improve your results and drive the growth of your organization.

Duration300 h
ModeOnline
Start1 December
Modules5
Program diagnosis

Prior knowledge check

These are the skills this program gives you. Tick the ones you already master and we will tell you which part of the syllabus is for you.

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About the program

What is the Maritime Negotiation and Sales Course?

This short course prepares you to sell and negotiate effectively in the maritime and nautical market. You will study the sectors, clients and buying process of the industry, its products and services, trade fairs, channels and trends; the fundamentals of selling, from the profile of the salesperson and the sales process to prospecting, preparing a visit and presenting a product; persuasive communication through active listening, discovery questions, value-based arguments, objection handling and closing; and negotiation, including preparation, styles, concessions and trade-offs, intercultural negotiation and the negotiation of contracts.

What sets this course apart: a practical approach built on maritime cases and negotiation simulations; downloadable tools and templates you can apply in your daily work straight away; attention to the particularities of shipowners, shipping lines, shipyards and port and logistics clients; coverage of sales planning, commercial indicators, digital selling and sales ethics; and a final project in which you draw up a complete sales plan for a nautical product.

Program typeShort course
ModeOnline
Duration300 hours
Modules5
Start1 December

Program highlights

  • The maritime and nautical market: sectors, clients, buying process, fairs and trends.
  • Sales fundamentals: the sales process, prospecting, visit preparation and product presentation.
  • Persuasive communication: active listening, discovery questions and value-based arguments.
  • Objection handling and closing techniques adapted to maritime clients.
  • Negotiation: preparation, styles, concessions, intercultural deals and contracts.
  • Final project: a sales plan for a nautical product with targets, budget and indicators.
Syllabus

Syllabus of the Maritime Negotiation and Sales Course

5 modules. Select a module to see its content.

Module 1

The maritime and nautical market

  • 1.1. Sectors and clients
  • 1.2. The buying process in the sector
  • 1.3. Nautical products and services
  • 1.4. Trade fairs and channels
  • 1.5. Trends
At this stage
60 hestimated workload
5 wkweeks at your pace
Module 2

Sales fundamentals

  • 2.1. The profile of the salesperson
  • 2.2. The sales process
  • 2.3. Prospecting for clients
  • 2.4. Preparing the visit
  • 2.5. Presenting the product
At this stage
60 hestimated workload
5 wkweeks at your pace
Module 3

Persuasive communication

  • 3.1. Active listening
  • 3.2. Discovery questions
  • 3.3. Value-based arguments
  • 3.4. Handling objections
  • 3.5. Closing the sale
At this stage
60 hestimated workload
5 wkweeks at your pace
Module 4

Negotiation

  • 4.1. Preparing the negotiation
  • 4.2. Negotiation styles
  • 4.3. Concessions and trade-offs
  • 4.4. Intercultural negotiation
  • 4.5. Contract negotiation
At this stage
60 hestimated workload
5 wkweeks at your pace
Module 5

Sales planning and final project

  • 5.1. Sales targets and budget
  • 5.2. Commercial indicators
  • 5.3. Digital selling
  • 5.4. Sales ethics
  • 5.5. Final project: a sales plan for a nautical product
At this stage
60 hestimated workload
5 wkweeks at your pace
Plan your pace

Duration and format of the Maritime Negotiation and Sales Course

It is 300 hours. Tell us how many you can study each week and we will tell you when you will really finish.

4 h30 h
With 12 h per week
6
months to finish
25 weeks
weeks in total

This is the pace at which most students finish. It fits well with the installment plan.

Faculty

Academic leadership and faculty

The Navalis teaching team: working professionals who teach and supervise the programs.

Dra. Marina AlcoverDr. Marina AlcoverAcademic Director and Head of Quality Assurance
Ing. Diego CifuentesEng. Diego CifuentesSenior Lecturer in Naval Welding and Non-Destructive Testing; Head of QA/QC for Welded Joints
Cap. Javier Abaroa (MCA)Capt. Javier Abaroa (MCA)Senior Lecturer in Ship Handling, Electronic Navigation (ECDIS/Radar/ARPA) and GMDSS; STCW Compliance and Bridge Resource Management Coordinator
Dr. Pau FerrerDr. Pau FerrerSenior Lecturer in Naval Architecture and Simulation; Director of the Hydrodynamics and CFD Laboratory
Dra. Nuria LlobregatDr. Nuria LlobregatSenior Lecturer in Marine Meteorology, SAR and Operational Safety; Navigation Risk Management Coordinator
Ing. Javier BañulsEng. Javier BañulsSenior Lecturer in Electrical Engineering, Automation and ETO Engineering; Electronic Integration and Engine Alarms Coordinator
Ing. Sofía MarquinaEng. Sofía MarquinaSenior Lecturer in Materials, Composites and Corrosion Protection; Coordinator of the Advanced Paints and Coatings Line
Ing. Tomás RieraEng. Tomás RieraSenior Lecturer in Propulsion, Alternative Energy and Hybrid Systems; Energy Performance and Vibration Coordinator
Objectives

Objectives of the Maritime Negotiation and Sales Course

01Improve the profitability of commercial operations by understanding the costs, timings and operational constraints that shape what maritime clients are willing to buy.
02Build lasting commercial relationships with key clients by identifying latent needs, offering proactive solutions and anticipating their challenges.
03Adapt sales strategies to the maritime market, analyzing the needs of shipowners, shipping lines and shipyards and tailoring the offer to their technical and operational requirements.
04Master negotiation techniques suited to the sector, anticipating contractual friction such as delays, demurrage or breakdowns and handling it with clear, well-prepared clauses.
05Handle the commercial documentation of a deal with precision, from offers and quotations to contract terms, keeping the process compliant and on schedule.
06Analyze the risks and opportunities of the global maritime market, recognizing the geopolitical and economic factors that affect trade routes and demand.
Careers

Career opportunities after the Maritime Negotiation and Sales Course

01Maritime sales agentselling transport, logistics and insurance services in the maritime sector.
02Sales representative for marine equipment and technologynavigation, communication and safety equipment.
03Key account manager in a shipping companydeveloping and retaining strategic client relationships.
04Maritime marketing specialistmarketing and communication strategies for companies in the sector.
05International maritime trade consultantadvice on markets, regulations and commercial opportunities.
06Maritime contract negotiatorpreparing and negotiating transport, chartering and service contracts.
Frequently asked questions

Questions about the Maritime Negotiation and Sales Course

To reach a mutually beneficial agreement between the parties to a maritime transaction or dispute, taking into account the legal, commercial and operational particularities of the sector.

No. It is also useful for operations and logistics managers, consultants, lawyers and entrepreneurs who need to sell services or negotiate with suppliers, shipping lines and port authorities.

Yes. The course works with maritime cases and negotiation simulations, and provides templates you can reuse for prospecting, offers and sales planning.

Yes. The negotiation module includes intercultural negotiation, a constant in an international industry such as shipping.

You draw up a sales plan for a nautical product, with targets, budget, commercial indicators and the channels, including digital ones, you will use to reach clients.

Fully online, through a virtual campus available 24/7, with live sessions that are recorded and tutorials with the teaching staff.

The course comprises 300 hours of study across 5 modules of about 60 hours each and ends with a final project. You can progress at your own pace within the schedule set when you enroll.

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Online admission

Admission process

No waiting for a call back. If your documents are in order, you can enroll in the same session.

Entry requirements
  • Profile: aimed at sales and marketing professionals who want to specialize in the maritime sector, account executives and sales representatives in shipping, ports and logistics, operations managers who negotiate with suppliers, shipping lines and port authorities, maritime lawyers and consultants and entrepreneurs in the nautical market; a degree in business, international trade or marketing, or proven experience in maritime sales, is helpful, as is familiarity with logistics, Incoterms and transport documents.
  • Language: sufficient command of English to follow the classes and the technical documentation.
  • Technical resources: a computer with a stable internet connection, an up-to-date browser and software to view PDF documents and spreadsheets.
  • Admission: online application, review of your profile and a short interview with the academic team.
  1. 01
    Application
    Your details, background and documents.
  2. 02
    Instant review
    We check that everything is complete and in order.
  3. 03
    Enrollment
    Choose full payment or instalments and reserve your place.
Start my applicationFrom $196 deposit

Admission is provisional until the committee validates the documents provided. If you do not meet the requirements, the full amount is refunded.

Any questions?

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Leave your details and admissions will write to you to answer any questions. If you are already sure, you can apply and pay in the same session.

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