INTERNATIONAL SALES AND DISTRIBUTION MANAGEMENT

 CHOOSING THE MARKET

 Size of the market
 Language and Culture of the market
 Competition in the market
 Proximity of the market
 Political and Financial stability of the country
 LEGAL ASPECTS
 Knowledge of law that prevails in case of a dispute
 Protection of intellectual property rights
 The method of doing business in the destination country
 RISK INVOLVED
 Commercial risk
 Financial risk
 Political risk
 SELLING IN INTENATIONAL MARKET
Trade between countries occurs because of following reasons:
1. A particular product is unavailable
2. There are cost advantage by buying the product instead of manufacturing
locally
3. The product offered is differentiated from the local product
 DISTRIBUTION
Role of distribution becomes more important at global level due to:
1. These markets are usually at a distance from the manufacturing base
2. It takes considerable amount of time to transport the products
3. Involves crossing national boundaries and completion of a number
procedures
4. Formalities
 PROFILE OF AN INTERNATIONAL SALESPERSON
International salesperson need to have the following additional qualities:
1. The ability to speak in one or more international languages
2. The ability to adapt to foreign culture
3. The ability to act independently and decisively
4. A pleasant and amiable personality
5. The ability to understand not only the product and pricing, but also
financing of the sales, the instrument of payment, and foreign exchange
risk
 PACKING AND SHIPPING
1. Light and Strong
2. Must be appealing for the end users
3. Packing should show the contents and specify origin, weight and quantity
of the item inside