Download VTU MBA 4th Sem 16MBAMM401-Sales Management SM Module 5 -Important Notes

Download VTU (Visvesvaraya Technological University) MBA 4th Semester (Fourth Semester) 16MBAMM401-Sales Management SM Module 5 Important Lecture Notes (MBA Study Material Notes)

? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
? What do you mean by sales management job?
? Mention any two reasons to identify the right
market for entry.
? What do you mean by selling in international
market?
? Define multinational marketing.
FirstRanker.com - FirstRanker's Choice
? Sales management job
? Standard sales management process
? International sales management
? International market selection
? Market survey approach or strategy
? Sales Development Job.
? Sales Support Job
? Sale Maintenance Job.
? Sales Development : Order getters
? Sales Support : Promotional/training
? Sale Maintenance : Receiving or Delivering
the order
THE SALES
MANAGEMENT PROCESS
INTERNATIONAL SALES
MANAGEMENT
? Exporting ? Direct/Indirect
? Joint Venture
? Acquisitions
? Turnkey operations- Building/ Software
? Licensing
? Franchising
? Strategic alliance
? Free Trade Zone
1. Determine International Marketing (IM)
Objective
2. Country Identification
3. Preliminary Screening
4. Detailed Investigation
5. Final selection
6. Direct Experience
? A market survey is an objective and
systematic collection, recording, analysis and
interpretation of data about existing or
potential markets for a product/service.
1. Size of the market
2. Pattern of demand
3. Market structure
4. Buying habits and motives of buyers
5. USP of product/ service
6. Past & present trends
? Cost effective
? Data collection
? Accuracy
? Flexibility
? Versatility
? Sample size
1. Recruitment of sales person
? Selling approach
? Origin of sales person.
? Sources of recruitment
2. Selection of sales person
? Education
? Religion
? Ethnic composition
? Social classification
? Socio- Economic development
3. Training and development of sales person
4. Sales Incentives and compensation
Why companies benefit from
selling overseas?
? Trade due to non availability of product
? Trade due to competitive cost
? Trade due to product differentiation
? Multinational marketing : It relates to
companies whose business interest,
manufacturing plants and offices are spread
throughout the world.
? Ex : Ford, coca ?cola, microsoft, Macdonalds.
? International marketing : it covers companies
that have made a strategic decision to enter
foreign markets.
? Exporting
? Aesthetics
? Religion
? Education
? Language
? Social organization
? Political factors- weapon only Govt
? Cultural attitudes and values
? Cultural change
? What do you mean by sales management job?
? Mention any two reasons to identify the right
market for entry.
? What do you mean by selling in international
market?
? Define multinational marketing.
? Describe market survey approach.
? Mention some of the reasons for individuals firms to be
involved in selling overseas.
? How do you classify sales job? Explain in detail sales
management process.
? Discuss various strategies to enter n foreign market.
? What do you understand by international market selection?
Elaborate the process of international market selection.
? Explain the practices in international sales management.
? What are the various cultural issues in international sales
management?
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