International Sales: An Opportunity for SMEs

Michael Eckardt ()
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Michael Eckardt: OMB Vertriebsmanagement GmbH

A chapter in Strategic Sales Management, 2023, pp 27-40 from Springer

Abstract: Abstract Is international sales truly the most demanding field of business? No, of course not, but it does pose an enormous challenge for any company. To illustrate why, this chapter highlights the example of a business partnership between a German company and a Japanese company. When it comes to international sales, there’s no avoiding a systematic and structural analysis of the situation, the foreign market, and the competitive environment. Opportunities and risks must be identified and assessed in advance. For a company to succeed, it requires a carefully developed sales strategy and a business model tailored to specific requirements. The cultures of both the foreign country (in this case Japan) and the domestic market (in this case Germany) will greatly influence the development of the business relationship. In any internationalization campaign, these conditions and characteristics of the foreign market will always affect the international sales strategy.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:fuobcp:978-3-031-40605-8_3

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DOI: 10.1007/978-3-031-40605-8_3

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