Dr. Marina AlcoverAcademic director focused on measurable results and operational excellence in maritime education. Integrates IMO/STCW regulations and ISO 21001/9001 f
Course · 300 h · 5 modules
Negotiation and Sales Course in a Maritime Context
courseProvides you with the key tools to excel in the competitive maritime sector. Learn to build strong relationships with clients, identify business opportunities, and close profitable deals. Master persuasion techniques…
Duration300 h
FormatOnline
Starts30 November
Places20 / 20
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Programme overview
What is the Negotiation and Sales Course in a Maritime Context?
The Negotiation and Sales in a Maritime Context
course
Provides you with the key tools to excel in the competitive maritime sector. Learn to build strong relationships with clients, identify business opportunities, and close profitable deals. Master persuasion techniques, objection handling, and adapting to the specific challenges of the maritime industry. This program prepares you to maximize your results and drive the growth of your organization.
Differentiating Advantages
- Practical Approach: Real-world case studies from the maritime sector and negotiation simulations.
- Industry Experts: Learn from professionals with extensive experience in maritime sales and negotiation.
- Networking: Opportunity to connect with other professionals in the sector and expand your network.
- Tools and Templates: Access to downloadable resources to immediately apply to your daily work.
- Certification: Obtain a certificate that validates your knowledge and skills in maritime negotiation and sales.
Programme type
Course
Study mode
Online
Duration
300 hours
Modules
5
Start date
10-12-2026
Programme highlights
- Maritime Negotiation Strategies: Master the key techniques for closing successful deals in the maritime sector.
- Specialized Sales: Learn to identify opportunities and present customized solutions for maritime clients.
- Global Maritime Context: Understand market dynamics, regulations, and factors that influence negotiation and sales.
- Practical Tools: Apply proven tools and methodologies to optimize your sales and negotiation results.
- Success Stories: Analyze real-world cases and learn from the strategies used by leaders in the maritime sector.
- Boost your career and increase your income with this specialized training in the maritime sector.
Curriculum
Programme Structure
The programme is structured in 5 modules, listed below in order of study.
01
The maritime and nautical market
- Sectors and clients
- Purchase process in the sector
- Nautical products and services
- Fairs and Channels
- TRENDS
02
Fundamentals of the sale
- Seller Profile
- COMMERCIAL PROCESS
- Customer prospecting
- Preparation of the visit
- Product Presentation
03
Persuasive communication
- Active listening
- Discovery Questions
- Value argument
- Objection management
- Closing of the sale
04
NEGOTIATION
- Negotiation preparation
- Negotiation Styles
- Concessions and exchanges
- Intercultural negotiation
- Contract negotiation
05
Business planning and project
- Objectives and sales budget
- Commercial indicators
- Digital sale
- Business Ethics
- Final Project: Sales Plan for a Nautical Product
Workload
Study Time and Workload
300 hours of study, online and at your own pace. Move the slider to the hours a week you can really put in.
Hours a week8
Weeks to finish—
You finish around—
Who it is for
Sales and marketing professionals looking to specialize in the maritime sector and master industry-specific negotiation techniques.Account executives and sales representatives who want to expand their client portfolio in the shipping, port, and logistics sectors.Operations and logistics managers who need to improve their negotiation skills with suppliers, shipping lines, and port authorities.
Faculty
Academic direction and faculty
The teaching team at Navalis: working professionals who deliver and oversee the institute's programmes.
Eng. Diego Cifuentes
Cap. Javier Abaroa (MCA)
Dr. Pau Ferrer
Dr. Nuria Llobregat
Eng. Javier Bañuls
Eng. Sofía Marquina
Eng. Tomás Riera
Verified reviews
Student Reviews
Reviews collected and verified by Opynio, not written by us.
Outcomes
Learning Outcomes
- 01Maximizing profitability in maritime operations
- 02Building lasting business relationships with key clients
- 03Adapting sales strategies to the specific characteristics of the maritime market
- 04Mastering the specific negotiation techniques of the maritime sector
- 05Effectively manage customs documentation and procedures
- 06Analyze and understand the risks and opportunities of the global maritime market
Careers
Career Opportunities
01Maritime Sales Agent: Sale of transport, logistics, and insurance services in the maritime sector.
02Maritime Equipment and Technology Sales Representative: Marketing of navigation, communication, and safety equipment.
03Maritime Broker: Intermediation in the purchase, sale, and chartering of vessels.
04Maritime Logistics and Supply Chain Manager: Optimization of processes and management of the logistics chain in the maritime sector.
05Key Account Manager in Shipping Companies: Customer retention and development of business relationships with strategic clients.
06Maritime Marketing Specialist: Development of marketing and communication strategies for companies in the sector.
07International Maritime Trade Consultant: Advising companies on regulations, markets, and opportunities in maritime trade.
08Maritime Contract Negotiator: Drafting and negotiating contracts for transport, chartering, and other maritime services.
09```
Questions
Entry Requirements
To reach a mutually beneficial agreement between the parties involved in maritime transactions or disputes, taking into account the legal, commercial and operational particularities of the sector.
Yes. The itinerary includes ECDIS/Radar-ARPA/BRM with harbor, ocean, fog, storm, and SAR scenarios.
Online with live sessions; hybrid option for simulator/practical placements through agreements.
To reach a mutually beneficial agreement that satisfies the needs of both the buyer and the seller, taking into account the particularities of the maritime sector.
Recommended functional SMCP. We offer support materials for standard phraseology.
Yes, with a relevant degree or experience in maritime/port operations. The admissions interview will confirm suitability.
Optional (3–6 months) through Companies & Collaborations and the Alumni Network.
Simulator practice (rubrics), defeat plans, SOPs, checklists, micro-tests and applied TFM.
A degree from Navalis Magna Institute + operational portfolio (tracks, SOPs, reports and KPIs) useful for audits and employment.
Online admissions
Admissions Process
No waiting for a phone call. If your documents are complete, you can pay in the same session.
Entry requirements
Academic/Professional Profile:Bachelor's degree in Business Administration, International Trade, Marketing, or a related field; or demonstrable professional experience in the maritime-port sector and sales.Specific Knowledge:Understanding of the maritime sector, logistics, INCOTERMS, and maritime transport documentation.Skills:Excellent communication, negotiation, persuasion, and customer relationship management skills.Language Proficiency:Fluency in English (level B2 or higher) is essential. Other languages (French, German) will be considered an asset.Docume
Questions?
Frequently Asked Questions
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