hoja 7 Flashcards
Licensing
Open alternative for a company contemplating an indirect operation in foreign markets.
This assumes that the company has a unique product or process that a company abroad wishes to manufacture or perform
Subsidiary
Sales or manufacturing organization, or both.
It usually replaces agents and distributors with permanent company personnel.
Pricing
● Freight considerations
● Import considerations
● Purchasing alliances
● Transfer pricing
Joint ventures
Formed when two or more companies manufacture and sell products based on a joint agreement
Direct Selling
Requires a company to take responsibility for establishing contact with potential customers.
The primary responsibility of a sales representative is
To conclude a successful sale
Databases and customer knowledge are
Essential for prospecting.
In a marketing-oriented company,
The sales force’s goal is to create customer satisfaction in order to generate profits.
Relationship management is
A KEY responsibility of the sales rep
Relationship management must manage relationships with
● Their customers-particularly their key accounts
● Their colleagues (co-workers
Pure sale
When the sales executive has no room to negotiate terms, because the executive has no authority to change the commercial conditions established by the company
Sales Negotiations
When in the sales situation, buyers and sellers negotiate price, delivery time, by-products accompanying the product, payment, credit terms, etc
Successful sellers
Match product features with the benefits the customer expects to receive.
Sales Cycle
The process between first contacting a customer and placing an actual order, and the amount of time it takes
Balance of power assessment
the degree to which both parties consider that they were successful in the negotiation will depend on negotiation skills and power.
