Page 222 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Wholly Owned Subsidiaries

These are overseas units owned by a parent company. These are permissible in developed
countries but require substantial investment.

Management Contracts

Home countries firms managing an operation for an overseas owner. This is common in
international chains, i.e., Hilton, Sheraton, etc.

Notes A country's economic sources includes sources of domestic livelihood and the
allocation of resources. Because not all of the world's economies operate at the same level
of efficiency, it is necessary to form a clear idea of the economic situation of a particular
host country in order to develop an appropriate marketing strategy.

Self Assessment

Multiple Choice Questions:
Complete the following sentences:

8. The international market is more complete than:
(a) Domestic markets (b) Foreign market
(c) Global Market (d) Local market.
9. Many smaller companies also get attracted to international markets and thereby increase
their sales:
(a) Double (b) Ratio
(c) Percentage (d) Globally

10. The understanding of hand gesture and body language must be understood by sales
managers for effective:
(a) Management (b) Communication

(c) Coordination (d) Situation

14.5 Advanced International Selling

There are many considerations and important points that effect international sales:
1. The sales person must speak clearly and give proper importance to the execution, quality
to language, speed and delivery. This affects the comprehension of the listener.
2. The sales person must use visual aids as far as possible. He should choose the examples as
illustrations and should be particularly careful about humour. Humour and jokes are
risky in international setting because of social and cultural differences. When asking
questions, alternative answers or multiple answer should be provided as many people are
afraid of making an error because of language difficulty.

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