Your Sales Passport: Part 2

Each passport tells a global sales story, which will feature some information about a sales organization and its activities in overseas markets.  The passports will also include some information about how salespeople must prepare for sales calls in nations around the world. [hr] Global Storyline: Ushaban Patel, a housewife living in India’s Gujaret state, milks her cow every morning at 5 am.  Shortly after, she is at the village milk cooperative center.  Her seven liters of milk are measured and tested, then sold. She earns $2.80 daily.  The cooperative in Navali village is one of 175 serving over 2 million people affiliated with the company’s largest dairy products company, Anand Milk Union Ltd., known as Amul.  Companies such as Unilever, Philips, and Coca-Cola have learned that a focus on low prices, miniature sizes, and simple-to-use products may be the keys to success in developing nations.  For example, Unilever sells Rexona brand deodorant sticks for $0.16 each in the Philippines, Bolivia, Peru, and India.  One of Unilever’s strengths is their ability to tailor products to different markets and anticipate customer demands.  They strive to develop an in-depth understanding of the countries in which they operate. What Global Salespeople Need to Know: When Unilever salespeople visit India it is imperative that they learn how supply chains like the one in India work.  They also need to be aware that changes in their sales strategies must be made if they are to be effective in selling in India.  Change is constant, particularly in the global marketplace.  If business conditions are not changing, global sales experiences new things.  Sales organizations, and therefore, salespeople,...

Your Sales Passport: Part 1

Each passport tells a global sales story, which will feature some information about a sales organization and its activities in overseas markets.  The passports will also include some information about how salespeople must prepare for sales calls in nations around the world. [hr] Global Storyline:  Establishing salesforces in foreign countries is a time tested means of developing marketing channels in those countries.  In global sales, there are many factors to consider in matching a sales organization’s products/services to a local market in the global marketplace.  For example, software vendors must be concerned about different countries having different power settings, television formats, building and safety standards, and a variety of telephone connections and protocols.  Many salespeople struggle with obtaining information on local conditions.  Surprisingly, global salespeople can locate much useful information through the U. S. state Department at http://www.state.gov. What Global Salespeople Need to Know:  The sales passports are our way of informing you about issues related to selling in the global marketplace.  In these passports, you will learn about the preparations salespeople must make in order to sell products in foreign nations.  The authors characterize selling by ASAP – Art, Science, Agility, and Performance.  In global sales, art is the ability to be creative in international selling, science involves developing knowledge bases about global business customers, agility involves being able to adjust to different demands in global marketplaces, and performance is related to the global salesperson’s ability to put art, science, and agility into practice.  In general, those preparations must take into account factors like the following: Language is a key issue in communication.  Language is not confined to...