Beruflich Dokumente
Kultur Dokumente
Management
Chapter 17
Introduction to Sales Personnel
Importance of personal sales:
Direct link to the customer
Most customers see the sales person as the
company
Designing the sales force internationally is one of
the most important functions of the marketing
department
“A salesman is someone who sells
goods that won’t come back to
customers who will.” (Anonymous)
Steps in the Selling Process
1. Maturity 4. Flexibility
Components
Benefits of
Compensation
Bonus
Commission
IV. Motivating Sales Personnel
2. Global Sales Force
• Allows for most flexibility in creating compensation
plans
• See “do’s and don’ts of global compensation”
– pg. 532
Preparing U.S. Personnel for
Foreign Assignments
Obstacles to overcome
1. Reluctance to accept foreign assignment due to:
• Concerns for career and family (most common)
– Career fears relate to “out of sight, out of mind”
– Family is uprooted in a very different environment
2. Reducing the rate of early returns
• Unsuccessful family adjustment is the single most important
reason for early returns.
3. Ensuring successful return home
• Need to have a personal career plan designed to successfully
transition the individual and family back to their home country.
Important Points in Recruiting
Sales Personnel & Managers
Important characteristics/skills to look
for when recruiting:
Cross-cultural skills
• More important in most cases than technical
skills
Language skills
• Many believe that the more fluent in languages,
the more culturally sensitive
– Crossing Borders 17.6 pg. 525
Evaluating Salespeople
Expense Sales
Reports Report
Sources
of
Call Information Work
Reports Plan
Annual
Territory
Marketing Plan
Relationship Marketing
Process of creating, maintaining, and
enhancing strong, value-laden
relationships with customers and other
stakeholders.