Managing international business relationships and networks

Question 1

What are some different sales models?

Answer 1

1. Transactional or product sales
   Customer knows what they want
   Customer looking for lowest price
   Sales person do not add any value
   Commodity and standard products
2. Consultative or solution sales
   Customer doesnt know what he wants
   Customer explicit needs are not defined
   Sales person can add value by educating customer
3. Enterprice sales
   Large strategic B2B sales
   Product and service offerings of secondary nature
   Total assets and capabilities of the seller enterprise

Question 2

Explain some “sales techniques”

Answer 2

Have correct information about your customer needs and what they percieve as valuable

Analyse the information and create your value proposition

Know the buying behaviour and who eventually will be the buyer

Know your customers culture and behave accordingly

Create a satisfied and loyal customer by delivering superior value exceeding expectations

Question 3

Explain “sales strategy”

Answer 3

Plan how to win
Build strategy and tactics seperately from each other and project. Be ready to change your plans

Stay market driven
Know which customer are ours and which belongs to competitor

Be selective
Focus on important opportunities where we can bring the most value, instead of serving all customers

Know your competition

Build trust

Value selling

Question 4

How is the world changing? What are the trends in international business relationships

Answer 4

Globalization reduces cultural differences

Cultural differences are stronger when doing busienss with smaller companies

At the same time globalization is increasing protectionism is building up.

Demand for more local contenct, involvement, import duties, local standards, visum)
Not to be dependent on China or one single country sourcing