International Selling PGDM.ppt

8/10/2019 International Selling PGDM.ppt

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International Selling

Compiled by:Prof. Deepa Agnihotri


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International Assignments are Glamorous,Right?

Will an international assignment really help yourcareer?Job security

Adjustment to other culturesConcerns for career: An absence will adversely affect opportunities foradvancement

Concerns for family:Education of the childrenIsolation from family and friendsProper health care

The potential for violence


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Recruiting Marketing and SalesPersonnel

The largest personnel requirement abroad formost companies is the sales forceExpatriates

Numbers are decliningHigh costCultural and legal barriers

Virtual expatriates

Manage operations in other countries but dont livethere


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Recruiting Marketing and Sales PersonnelDeath by Violent Causes

Source: The Economic Intelligence Unit, (WHO Data)


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For further reference visit thefollowing links

http://www.economist.com/topics/economist-

intelligence-unit http://country.eiu.com/AllCountries.aspx http://www.eiu.com/public/topical_report.aspx?campaignid=Wcol2014
http://www.economist.com/topics/economist-intelligence-unithttp://www.economist.com/topics/economist-intelligence-unithttp://country.eiu.com/AllCountries.aspxhttp://www.eiu.com/public/topical_report.aspx?campaignid=Wcol2014http://www.eiu.com/public/topical_report.aspx?campaignid=Wcol2014http://www.eiu.com/public/topical_report.aspx?campaignid=Wcol2014http://www.eiu.com/public/topical_report.aspx?campaignid=Wcol2014http://country.eiu.com/AllCountries.aspxhttp://www.economist.com/topics/economist-intelligence-unithttp://www.economist.com/topics/economist-intelligence-unithttp://www.economist.com/topics/economist-intelligence-unithttp://www.economist.com/topics/economist-intelligence-unithttp://www.economist.com/topics/economist-intelligence-unit


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Recruiting Marketing and SalesPersonnel

International Selling is Hard Work

Leaves Singapore with the Flu Arrives Home in India- Entry restricteddue to fear of Ebola virus.


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Difference in setup and facilities

International Travel A Lot of Work

Capsule Hotel in Osaka Avon Rep in Rural Brazil


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Selecting Sales and MarketingPersonnel

Management must define precisely what is expectedof people.Prime requisites:

Maturity

Emotional stabilityBreadth of knowledgePositive outlookFlexibility

Cultural empathyEnergetic and enjoy travel

Mistakes can be costly A managers culture affects personnel decisions


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Salespeoples Distribution of 100 Pointsamong Rewards in Terms of Their Importance


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A Compensation Blueprint: How IBM Pays140,000 Sales Executives Worldwide


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Designing Compensation Systems for aGlobal Sales Force The Donts

Dont design the plan centrally and dictate to localoffices.Dont create a similar framework for jobs withdifferent responsibilities.Dont require consistency on every performancemeasure within the incentive plan.Dont assume cultural differences can be

managed through the incentive plan.Dont proceed without the support of senior salesexecutives worldwide.


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Evaluating and Controlling SalesRepresentatives

In the U.S., emphasis is placed on individualperformance, which can easily be measured bysales revenues generatedIn many countries evaluation is more complexwhere teamwork is favored over individual effortThe primary control tool used by American salesmanagers is the incentive system

In other countries, corporate control and frequentinteractions with peers and supervisors are themeans of motivation and control

International Selling PGDM.ppt

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