Professional Documents
Culture Documents
Chapter 17
A salesman is someone who sells goods that wont come back to customers who will. (Anonymous)
Step 2. Preapproach
Step 3. Approach
Knowing How to Meet the Buyer to Get the Relationship Off to a Good Start.
Telling the Product Story to the Buyer, and Showing the Product Benefits.
Step 6. Closing
Step 7. Follow-Up
Following Up After the Sale to Ensure Customer Satisfaction and Repeat Business.
Product
Price Channels
Advantages/Disadvantages of all 3:
1. Expatriates (declining)
Advantages
Used most when products are highly technical or requires a lot of information in order to sell Familiar with headquarters policies, procedures Opinions/Ideas are valued more by home office
Disadvantages Home office does not see as the experts in the field Seen as not being familiar with home office procedures, policies Not the experts on the products Difficult to recruit most skilled and knowledgeable Recruiting the best may mean taking away from another company or competitor this goes against some cultural believes where loyalty is important Crossing Borders 17.3 pg. 521 -Avon calling or not?
Most knowledgeable about culture, legal environments, business structure, distribution networks
Disadvantages
Host country does not see individual as one of their own Many of the same disadvantages to a smaller scale with the expatriate.
Selecting Sales and Marketing Personnel To select personnel for international marketing positions effectively, management must choose individuals who have the following traits: 1. Maturity 4. Flexibility
2. Emotional Stability
5. Cultural Empathy
3. Breadth of Knowledge
7. Enjoy Travel
6. Energetic and
Internet is facilitating faster and more efficient learning for all types of sales structures
Compensating Salespeople
Sales Force Compensation Plans Can Both Motivate Salespeople and Direct Their Activities.
Salary
Benefits
Components of Compensation
Bonus
Commission
Language skills
Many believe that the more fluent in languages, the more culturally sensitive
Crossing Borders 17.6 pg. 525
Evaluating Salespeople
Expense Reports Sources of Information Sales Report
Call Reports
Work Plan
Relationship Marketing
Process of creating, maintaining, and enhancing strong, value-laden relationships with customers and other stakeholders.
Based on the idea that important accounts need focused and continuous attention.