Page 227 - DMGT205_SALES_MANAGEMENT

Unit 14: International Sales Management

14.8 Review Questions Notes

1. How does international sales management differ from domestic sales management?
2. What factors must be considered while preparing for international trade?

3. What qualities must be possessed by salesman engaged in international sales?
4. What are modes of entering into the overseas market and about considerations effect
international sales?

5. What are the challenges faced by International Sales Manager?
6. Describe the Qualities of International Sales Force.
7. Explain the reason for International Sales.
8. Discuss the advanced International Selling.
9. Explain the Issues for International Sales and Marketing.

10. What do you know about passive Exporting?

Answers: Self Assessment

1. Sales 2. Personal
3. Economic 4. Legal
5. Political 6. Agreement

7. Culture 8. (a)
9. (d) 10. (b)
11. True 12. True
13. True 14. False

15. False

14.9 Further Readings

Books American Marketing Association, A Glossary of Marketing Terms, Chicago, 1960.
Autvin, William, H, Advertising, Mc Graw-Hill Book company, New York.
Bartels, Robert, The History of Marketing Thought, (2nd ed.) GRIDINC, Columbus,
Ohio, 1976.
Borden, Neil, H, 'The concept of marketing mix' Journal of Advertising Research,
1964.

Boyd, Harper W Jr., and Newman, Joseph, W., (ed.) Advertising Management D B
Taraporevala sons and Co., Bombay, 1965.
Boyd, Harper W, Marketing Management, Harcourt Brace Jovanovich, New York,
1972.
Codbury, N D, ' When, Where & How to Test Market', Harvard Business Review
(May-June 1975).

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