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Lecture Global marketing management (7th edition): Chapter 14 - Masaaki Kotabe, Kristiaan Helsen

Chapter "sales management". After studying this chapter you will be able to understand: How global marketing management differs from international marketing management, the need for planning to achieve company goals, the important factors for each alternative marketentry strategy, the increasing importance of international strategic alliances. | Chapter 14 PowerPoint Sales Management Chapter Overview Market Entry Options and Salesforce Strategy Cultural Considerations Impact of Culture on Sales Management and Personal Selling Process Cross-Cultural Negotiations Expatriates Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. Introduction The salesperson is the front line for the company. The success or failure of the company rests largely on the ability of its salesforce. International sales management can be divided into two categories: (1) international strategy considerations, and (2) intercultural considerations. Careful selection, training, supervision, and evaluation are an integral part of sending salespersons overseas. Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. Exhibit 14-1: International Sales Strategy and Intercultural Considerations Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. 1. Market Entry Options and Sales Force Strategy The salesforce management “process” starts with setting objectives and strategy. Other issues include: recruiting, training, supervising, and evaluating. In addition, market entry methods and level of integration are equally important (Exhibit 14-2). Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. Exhibit 14-2: Degree of Involvement and Sales Management Issues Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. 1. Market Entry Options and Sales Force Strategy Low-Involvement Approaches Export Management Companies (EMCs) Export Trading Companies (ETCs) Sogoshosha (Japanese general trading companies) Examples: Mitsubishi, Mitsui, Sumitomo, and Marubeni Licensing Limited Involvement Approach Mid-level Involvement Approach High-Involvement Approach Role of Foreign Governments Issues of host countries’ rules and practices Companies as “corporate citizens” in the host countries Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. 2. Cultural Considerations Personal Selling At the level of personal selling, there is little true . | Chapter 14 PowerPoint Sales Management Chapter Overview Market Entry Options and Salesforce Strategy Cultural Considerations Impact of Culture on Sales Management and Personal Selling Process Cross-Cultural Negotiations Expatriates Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. Introduction The salesperson is the front line for the company. The success or failure of the company rests largely on the ability of its salesforce. International sales management can be divided into two categories: (1) international strategy considerations, and (2) intercultural considerations. Careful selection, training, supervision, and evaluation are an integral part of sending salespersons overseas. Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. Exhibit 14-1: International Sales Strategy and Intercultural Considerations Chapter 14 Copyright © 2017 John Wiley & Sons, Inc. 1. Market Entry Options and Sales Force Strategy The salesforce management “process” starts with setting .