International Sales Management

International Sales Management

Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass, its sales targets.

If your business brings in any revenue at all, a sales management strategy is an absolute must. When it comes to boosting sales performance for any size of the operation, no matter the industry, the secret to success is always precise sales management processes.

Besides helping your company reach its sales objectives, the sales management process allows you to stay in tune with your industry as it grows and can be the difference between surviving and flourishing in an increasingly competitive marketplace.

The past decade has seen a number of changes in global situations. Chief among these is the opening up of Russia, India, and Eastern European countries and the emergence of China as a major market. A sale is an important element of marketing. All countries, all individuals, have to sell something to survive. The selling activities are carried out all over the world. The emergence of the global market has opened new vistas for resourceful growth-oriented sales executives.

In international selling, the basic selling process, and sales management tasks remain the same. The market and the environment conditions keep changing from country to country and the sales efforts have to be changed and tackled accordingly. The main factor to be considered in international selling is the impact of different cultures, labor laws, or local business customers, religious rules, etc.

Getting international sales right and taking advantage of international business opportunities require a thorough understanding of the language and culture of the country a company wishes to do business in. But there are other concerns multinational companies face as well. While language and culture can be a barrier to international sales, the complexities of selling in a global market reach far beyond correct translations. What is an international company? In most people’s approximation, it’s a company that has a strong footing all across the globe. But selling in a global market is more than just having a viable product and being willing to log some air miles. Just because your company has found a consumer society that looks like a good fit for your products doesn’t mean you’re ready for international sales or business opportunities.

1. International Sales: Do Your Research First: Companies aspiring to go global and sell internationally must do their research and make a generalized comparison between other companies that have been able to sell internationally with success. They also understand that when successful multinational companies ask themselves “What is global business?” the answer comes from a deep understanding within the organization itself.

2. Economy: Economic factor plays a very vital role in global sales strategies. Economic factors decide the level of purchasing power which is expressed in the form of GDP. The economic development can be classified into:

(I). Developed Economies: Like Canada, England, Japan, USA and most of the western European countries, these countries, these countries dominate the economic system by private enterprise in which customers have a level of disposable income.

(II). Developing Economies: They are at the stage of economic development. The economic system in these countries is understanding a shift from export-led growth to domestic development.

(III). Underdeveloped Economies: In these countries, the standard of living is low. They are in the pre-industrial stage of economic development and have low purchasing power.