What is an international sales strategy? What about the current situation?
How can I define a strategy? How do marketing and sales interact? How can a company define a sales process? What about the competition? Which tools can be used in order to optimize sales? The goal is to get an answer about all these questions. Also we should create an idea how we can companies keeping ahead of equal competitors.
International Strategies and Sale are obviously two different functions in a company despite they must interact closely with each other. Exporting probably crates new markets, more sales, higher turnover and attracts new customers. That will only realize with a clear strategy. It is a fact that the global competition will increase. The European companies have to extend their international activities to stay on top in the competition with USA and Japan. The USA for example tries to get some market share in the European region and the new up coming developing Countries like the BRIC-States. Today no companies can win if its product and service resembles every other products and service of a company. Companies’ products must represent a big idea in the mind of the target market.
Table of Contents
- Introduction
- General description of Strategies and Sales
- Definition of Sales process
- Distribution channels
- The significance of distribution channels
- Definition of Strategies
- Marketing Environment
- Domestic and International Marketing
- The relationship between Sales and Marketing
- International Sales Strategy
- The International Sales Strategy by taking the example of Toyota
- Conclusion and Summary
Objectives and Key Themes
The objective of this term paper is to explore international sales strategies, examining the sales process, distribution channels, and the interaction between sales and marketing. The paper aims to understand how companies can develop and implement effective strategies to maintain a competitive edge in the global market.
- The sales process and its key steps
- The role and significance of distribution channels in international markets
- The relationship between sales and marketing in an international context
- The definition and application of international sales strategies
- Maintaining competitiveness in a global market
Chapter Summaries
Introduction: This chapter introduces the topic of international sales strategies, highlighting the close interaction between sales and marketing functions. It emphasizes the growing global competition and the need for European companies to expand internationally to compete with the US and Japan, including emerging markets like the BRIC states. The chapter stresses the importance of product differentiation to stand out in the competitive landscape, emphasizing that products and services must represent a strong idea in the target market's mind.
General description of Strategies and Sales: This chapter defines the sales process as a systematic approach to identifying and acquiring customers. It outlines the crucial steps: product knowledge, prospecting, customer approach, presentation, and closing the sale. The chapter underscores the importance of mastering each step for sales success. It then delves into distribution channels, differentiating between direct and indirect channels. The significance of choosing the right distribution strategy, considering the added value of distributors (customer relations, transportation, accessibility), and fostering strong channel relationships are highlighted. Finally, the chapter provides various definitions of strategy, emphasizing the importance of planning, resource limitations, and the dynamic nature of strategy as a pattern of decisions, shaped by the pursuit of desirable future outcomes.
Keywords
International sales strategy, sales process, distribution channels, marketing, global competition, competitive advantage, strategy definition, Toyota (as a case study example).
Frequently Asked Questions: International Sales Strategies
What is the main topic of this document?
This document provides a comprehensive overview of international sales strategies, encompassing the sales process, distribution channels, the relationship between sales and marketing, and the development of competitive strategies in a global market. It uses Toyota as a case study example.
What are the key themes explored in this document?
The key themes include the sales process and its steps, the role of distribution channels in international markets, the sales-marketing relationship in an international context, defining and applying international sales strategies, and maintaining a competitive edge globally.
What are the objectives of this document?
The objective is to explore international sales strategies, examining the sales process, distribution channels, and the interaction between sales and marketing. It aims to show how companies can develop and implement effective strategies for global market competitiveness.
What is the sales process as defined in this document?
The sales process is defined as a systematic approach to acquiring customers, including steps like product knowledge, prospecting, customer approach, presentation, and closing the sale. Mastering each step is crucial for sales success.
What is the importance of distribution channels in international sales?
Distribution channels are critical for international sales. The document differentiates between direct and indirect channels, highlighting the significance of selecting the appropriate strategy, considering the added value of distributors (customer relations, transportation, accessibility), and building strong channel relationships.
What is the relationship between sales and marketing in an international context?
The document emphasizes the close interaction between sales and marketing functions in achieving international sales success. Effective international sales strategies require alignment and cooperation between these two departments.
How does this document define strategy?
The document presents various definitions of strategy, emphasizing the importance of planning, resource limitations, and the dynamic nature of strategy as a pattern of decisions driven by the pursuit of desired future outcomes.
What is the significance of the Toyota example?
Toyota serves as a case study example to illustrate the practical application of international sales strategies.
What are the key chapters covered in the document?
The key chapters include an introduction, a general description of strategies and sales (including definitions of sales processes and distribution channels), a discussion of the marketing environment (including domestic and international marketing), and a detailed analysis of international sales strategy using Toyota as an example. The document concludes with a summary.
What are the keywords associated with this document?
Keywords include: International sales strategy, sales process, distribution channels, marketing, global competition, competitive advantage, strategy definition, and Toyota (as a case study).
- Quote paper
- Ben Messaoud (Author), 2013, International Sales Strategy. Maketing, Sales and Distribution, Munich, GRIN Verlag, https://www.grin.com/document/294159
