The challenges of international selling. Techniques, tips and advices to salespeople for a better understanding

Résumé du document

Developing global cultural sales competencies is one of the most challenging aspects of work globally. What is effective in one culture may be ineffective, or even inappropriate in another. In todays global market, being culturally savvy is no longer just 'nice to have', but a key ingredient in building and maintaining a competitive global advantage. Many successful exporters first start selling internationally by responding to an inquiry from a foreign firm. Thousands of US firms receive such requests annually, but most firms do not become successful exporters. There are some important things to keep in mind during the sales process; generally, successful firms: properly respond to inquiries; conduct research on foreign customers; differentiate between domestic and international sales; build positive relationships with partners. In a world, where cross-border sales are expanding at an exponential rate, the impact of culture in any sale setting is not only subtle, it is a dangerous thing to ignore, particularly if you have sales goals to meet or beat a competitor. Regardless of the target market, the presence of cultural differences can make or break a deal.

Extraits

[...] The most fundamental cultural difference between Asia and North America relates to the role of the individual. The Chinese, as well as other Asian countries such Indonesians, place great importance on the group consensus and surface harmony; they are collectivist oppositely to North American people. North America's influence on business culture across the globe is unmistakable. However, understanding the cultural concepts behind the surface appearance is just as important for a salesperson when doing business in North America as in any other parts of the world. [...]

[...] Of course the characteristics of the Chinese market are very similar to those of the Indian market. They are similar in terms of punctuality and of establishing trust and sincere relationship before doing business and going deeper in the sales process. In the same way, initial meetings with prospects may be more of a social opportunity as oppose to a negotiation discussion. However, in the Chinese business culture, the warm, hospitable character of the salesperson does not necessarily equal a positive outcome. Trust, based on a beneficial relationship is more important. What about North America?? [...]

[...] The challenges of international selling. Techniques, tips and advices to salespeople for a better understanding Table of content Introduction Observations of cross-cultural differences in the business world and examples of real situations Cross cultural differences: some habits and techniques from different parts of the world Focus on Asia Focus on North America Focus on Europe Skills, techniques and advices to sell effectively abroad From a general point of view Tips, advices and recommendations to a novice Salesperson beginning business in Asia Tips, advices and recommendations to a novice Salesperson beginning business in North America Tips, advices and recommendations to a novice Salesperson beginning business in Europe Conclusion I Introduction The 30-years span from 1915 to 1945 was marked by three important events two World Wars and the Great Depression in the United States. [...]

[...] For a huge market like U.S.A or China, several distributors and sales representatives are necessary. The domestic market is widely spread across states in U.S.A or provinces in China; it is difficult for a salesperson to effectively handle the entire U.S.A or China. When a company has to select an overseas agent, the experience, connexions, commitment, interest, sincerity and credibility of the salesperson are vital to the success of the export product and company. It takes time to acquire an in-depth understanding of foreign cultures and business practices in a market. [...]

[...] The nature of an integrative, win-win, and collaborative negotiation rely on augmented communication and interpersonal skills that nurture and sustain the reciprocal trust that allows all parties to fully share information and work together as a strategic problem-solving team. Be empathetic. Being able to read cues furnished by the customer helps to better determine the customer's viewpoint. Keep your enthusiasm. This is generally referring to a dual dimension: en enthusiastic attitude in a general sense and a special enthusiasm for selling Be polite, courteous, and friendly. However, it is important to avoid undue familiarity or slang. Some overseas firms feel that the usual brief U.S. business letter is lacking in courtesy. [...]