 Show
Chapter 17: Personal Selling & Sales Management 1.Salespeople a.The salesperson is the company's most direct tie tothe customer i.In the eyes of the customer, the salesperson is thecompany b.Sales representatives present company offerings andgather customer information i.The final link in the culmination of a company’s marketingand sales efforts c.Growing global competition and the dynamic & complexnature of international business increases the need & the means for closerties with both customers and suppliers d.Relationship marketing, where culture can complicateand assist in the selling task, is built on effective communications between buyer and seller e.Focuses on building long-term alliances rather thantreating each sale as a one-time event i.Particularly important in relationship-based cultures f.The first step in managing a sales force is its design i.Coordinating efforts of account managers, both globaland local, is becoming more complex g.Based on analyses of current and potential customers,the selling environment, competition, and the firm’s resources & capabilities,decisions must be made regarding the numbers, characteristics, and assignmentsof sales personnel 2.Differences in Sales Forces a.Some markets may require a direct sales force, whereasothers may not i.How big is the market? 1.Big market = direct sales force ii.How important is the market to us? b.How customers are approached can differ as well i.The hard sell that may work in some countries canbe inappropriate in others c.The size of accounts certainly makes a difference Citation metadataDocument controlsMain contentAbstract : The world trade grew from $200 million to almost two trillion dollars over a period of 20 years which made finding the appropriate strategy for managing an international salesforce a primary concern for any international trader. In developing a strategy, firms should evaluate first the international market's heterogeneity and cultural diversity and then, develop a strategy that would balance the unique needs of both clients and salesforce. Firms should also remember that by owning an international salesforce and avoiding the use of intermediaries, the buyer-seller relationship develops faster. Get Full Access Gale offers a variety of resources for education, lifelong learning, and academic research. Log in through your library to get access to full content and features! Access through your library Copyright: COPYRIGHT 1997 Emerald Group Publishing, Ltd. Source CitationGale Document Number: GALE|A20057208 3cards Kang S.
In the context of interpersonal selling, a company's most direct tie to the customer is the: salesperson Which of the
following is the reason why an international sales force in Germany can make greater use of expatriates? It is an information-oriented culture. An expatriate sales force is most likely to have an advantage over a native sales force when selling: requires an extensive background of information Which of the following is an advantage of using an expatriate sales force?For a company, the chief advantage of an expatriate sales force is the low cost involved in the process. Since expatriates are not locals, they often have a negative effect on the prestige of the company and its product line in the eyes of foreign customers.
What are the advantages and disadvantages of using an expatriate sales force?Usually are able to effectively communicate with and influence headquarters personnel. Disadvantages of an expatriate sales force are the high cost, cultural and legal barriers, and the limited number of high caliber personnel willing to live abroad for extended periods.
What is an advantage that a sales force consisting of local nationals has over a sales force of expatriates quizlet?What is an advantage that a sales force consisting of local nationals has over a sales force of expatriates? They will be better able to lead a company through referral networks.
What is an advantage that a sales force consisting of local nationals is likely to have over a sales force of expatriates group of answer choices?MKTG 190. |
When is an expatriate sales force most likely to have an advantage over a native sales force?
zusammenhängende Posts
Urheberrechte © © 2024 defrojeostern Inc.
