Page 216 - DMGT205_SALES_MANAGEMENT

Sales Management Pavitar Parkash Singh, Lovely Professional University

Notes Unit 14: International Sales Management

CONTENTS
Objectives
Introduction
14.1 Reason for International Sales

14.2 Challenges faced by International Sales Managers
14.3 Qualities of International Sales Force
14.4 Issues for International Sales and Marketing

14.5 Advanced International Selling
14.6 Summary
14.7 Keywords
14.8 Review Questions
14.9 Further Readings

Objectives

After studying this unit, you will be able to:
 Explain the advantages of international sales;
 Describe the International sales decision-making;

 Discuss the challenges faced by international sales.
Introduction

Sales is an important element of marketing. All countries, all individuals, have to sell something
to survive. The selling activities are carried on all over the world. The emergence of global
market has opened new vistas for resourceful growth oriented sales executives. In international
selling the basic selling process and sales management task remain the same. The market and
the environmental conditions keep changing from country to country and the sales efforts have
to be changed and tackled accordingly. The main factors to be considered in international
selling is the impact of different cultures, labour laws, or local business customers, religious
rules (not changing of interest by certain nations), etc.

International sales managers have to guide and coordinate in the efforts of sales organisations
in countries where the company does business. Personal selling plays an important part in
international markets. Promotion mix, distribution strategy, etc., are governed by the rules and
regulations of the foreign country. Environmental challenges in the international market have
to be identified and tackled, by the sales managers.

14.1 Reason for International Sales

Many a times it has been seen that the domestic market gets saturated and the overseas markets
are in the development stage with promise of growth. Thus, international market provides an
opportunity for sales. The product life cycle is also different in different countries at the same
time. The same product can be in the introduction stage in one market and can be in the growth,

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