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Unit 14: International Sales Management

3. Japanese customers pose special communication challenges. They are more reserved than Notes
Americans. The salesmen must be polite to Japanese customers who are not able to respond
to open-ended questions.
4. Cultural differences make a different impact in many ways. French people don't talk
about money and feel uncomfortable while discussing price. In contrast the Americans
have no hesitation in talking about prices. French people do not want to offend any one
take longer to make a request.

5. In Italy, the salesmen must allow plenty of time of appointments. Italians take several
hours in chatting with the sales person; Swiss people have a great deal of respect for
degrees and titles and welcome business cards. Arab world considers a sense of touch as a
means of communication. Brazilians prefer talking in Portuguese and take great pride in
it. French should be addressed as Monsieur or Madame unless invited to do otherwise.
Japanese should be given plenty of time to gain trust. In Hong Kong salesmen should
avoid the Navy blue suit and white shirt. This denotes mourning in Hong Kong.
International selling has gained importance because of the saturation in domestic markets. It is
a broader field, therefore a very broad view should be taken. A lot of information is to be
processed for making proper sales and marketing strategies. Environmental challenges have to
be tackled in the best possible manner for successful international selling. The information
needed for entering foreign markets and the decisions of global marketing have to be considered
very seriously, as global marketing may not be feasible in countries having different
requirements. The mode of entry into the international market is also an important aspect of
these companies aspiring to become global. The training of the salesmen, their selection,
recruitment, the emphasis on the language, the other cultural aspects should be considered. The
process of selling however remains the same except for changes that have to be made keeping in
mind the differences that exist from country to country. If these aspects are taken care of then
there are great chances of success in international sales.

Business Models for International Selling through the NET

These notes present pure business models for international selling on the web. The term "business
model", as used here, refers to how a website generates its revenue. In practice, many websites
are hybrids that use combinations of these pure models. They generally apply to business-to-
consumer e-commerce: business-to-business models may differ.
It is understood that each of the business models below applies to a website or collection of
websites under centralized management for international selling.
Storefront Model

An organization offers products or services for sale. Many websites of this sort also have Customer
Service Model features.

Example: Dell Computer at www.del.com (open a new window to avoid Dell's deliberate
browser entrapment)

1. Customers can post opinion or not.
yes: Barnes and Noble at www.bn.com (anyone can "review" any book)
no : Egghead.Com at www.bn.com

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