MODULE-5

DEFINE INTERNATIONAL SALES MANAGEMENT:

International marketing is the process of planning and conducting transactions across
national borders to create exchanges that satisfy the objectives of individuals and
organizations.
Or
“International marketing focuses its resources on global market opportunities and
threats”
“International marketing is the motor of the internationalization process of the firm”.

WHAT ARE PROBLEMS/CHALLENGES IN SELECTION OF INTERNATIONAL

MARKET?
 Nature of competition
 Economic environment
 Infrastructural environment
 Marketing research
 Company resources & objectives.
 Market related factors
 Tariff barriers
 Trade practices & customs
 Exchange rate fluctuations
 Restrictions on profit repatriation
 Credit control etc.
 Legal environment
 Intellectual property rights
 Cultural environment

EXPLAIN THE DRIVING FORCES OF INTERNATIONAL MARKETING

1. Technology
2. Culture
3. Market Needs
4. Costs
5. Free Markets
6. Economic Integration
7. Peace
8. Strategic Intent
9. Management Vision, Strategy and Action
EXPLAIN THE MARKET SELECTION PROCESS
1. Determine the international marketing objectives
2. Determine the parameters for market selection
3. Preliminary selection
4. Detailed investigation & short listing
5. Evaluation & selection

EXPLAIN THE DETERMINANTS OF MARKET SELECTION

1. Firm related factors
2. Market related factors
3. Market selection decision

FIRM RELATED FACTORS

The firms objectives is
a) Market margin surplus
b) Planned business strategy
c) International orientation
d) Expansion of business
e) Skills
f) Resources
g) Competitive advantages

Market related factors

a) Marketing strategy
b) Economic factors
c) Business regulations
d) Trends in domestic market
e) Trends in export and import
f) Nature of competition
a) Supply conditions of raw materials
a) Pricing strategy
b) Competitive characteristics
c) Competitive strategies
d) Promotional & distribution strategy
Market selection decision
a) Segment size
b) Marketing objectives
c) Evaluation & short listing of selection market.
d) Determinants of demand
e) Consumption capacity
f) Customer characteristics
g) Growth potential of the segment
h) Competitive characteristics of segment
i) Location of market

EXPLAIN THE INTERNATIONAL SALES TECHNIQUES

Personal selling process
 Preliminary selling
 Identify prospects
 Approach
Advanced selling
 Sales interview
 Flexible presentation
 Product demonstrations
 Handling objections
 Close
Proper routing & scheduling
Routing is a travel plan or pattern used by a sales person for making customers calls in
a territory.
Scheduling refers to establishing a fixed time when the salesperson will be at a
customer’s place of business. It is planning a salesperson’s specific time of visits to
customers. Strict formal route designs enable the salesperson to:
 Improve territorial coverage.
 Minimize wasted time.
 Establish communication between management and the sales force in terms of
the location and activities of individual salespeople.