Page 220 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 4. The ....................... aspects like trade barriers, legal constraints posed by government create
hurdles in international sales.
5. ....................... instability plays a damaging role in most transactions.

6. The ....................... reached with a government may be reversed and the prior commitments
are not honored with the change of new government.
7. ....................... can be defined as a distinctive way of life of people.

14.3 Qualities of International Sales Force

The managing of the sales force is a difficult task for the sales manager. An expert salesman must
posses many qualities, which are essential for his success.

Decision-making

He must be able to take decisions with limited information. There are risks which are dimension
of much greater in international selling. The buyer cannot be kept waiting for the salesmen to
refer to headquarter and delay the decision making process.

Knowledge

He should have enough knowledge to get proper advice and information and interpret data
obtained. Research also forms a part of his task and duties.

Cultural Adaptability

The salesmen must have credibility so that he may be trusted by the buyer as well as by the
employee. In the host country he has to work without supervision and there are many hurdles
which he has to overcome. He should be able to discharge his duties and show a great amount
of responsibility.

Physical Fitness

In the different climates, physical fitness is important as the travelling work is very laborious
and demanding. There is a lot of strain on the salesmen and the food may also be of different
types and be served at different times.

Language

He should be skilled in the appropriate language that may be required in the host country. He
should be able to distinguish between the terminology used in different countries. There are
many differences in terminology's used in USA and Britain, for example:
Americans say apartment - Britishers say flat

Americans say elevator - Britishers say lift
Americans say cookie - Britishers say Biscuits
Americans say living room - Britishers say Drawing room

Americans say Gas - Britishers say petrol
Americans say theatre - Britishers say Cinema

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