9 - Global Perspectives on Contemporary Selling Flashcards
(15 cards)
What are the two main global challenges in sales?
Differences in the sales process across cultures
Managing international salespeople
What cultural factors affect global selling? (Name 4)
Language
Time perception
Relationship styles
Ethics and business norms
Why is understanding language important in global selling?
Words can have different meanings across cultures, leading to misunderstandings.
How does time perception differ across cultures?
Western: time = efficiency
Latin/Asian: time = flexible and relational
How can ethics vary globally?
Practices like gift-giving or bribery may be legal or accepted in some countries but illegal in others.
Why is product standardization vs customization an issue in global sales?
Different markets may want the same or customized versions of products at the same time.
What challenge does pricing present in global markets?
Customers compare international prices online and push for discounts.
Why is marketing communication harder globally?
Messages need to be translated clearly and consistently across all platforms.
What extra challenges come with managing a global sales team?
Distance, legal differences, cultural diversity, and communication barriers.
What are three key factors to consider when hiring globally?
Legal compliance
Role fit (local vs expat)
Cultural alignment
What should global sales training include?
Communication, relationship-building, account management, and tech use.
What is Global Account Management (GAM)?
Managing key customers who operate in multiple countries with a unified strategy.
What makes a customer suitable for GAM?
High potential value
Global presence
Strategic importance
Ability to coordinate purchases globally
Name the three main GAM structures.
Coordinated GAM – Local teams stay in control
Controlled GAM – Power shared between local and GAM team
Separate GAM – A standalone team manages global accounts
