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Buying and Selling on Foreign Markets

International Business (Corporative)

Angel Novoa

on 12 April 2016

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Transcript of Buying and Selling on Foreign Markets

Goals and Objectives
To identify and select between different techniques,
to sale an buy in international markets in a systematic
way, planning and adapting domestic catalogs for international markets.
Distribution Channels
Product distribution (or place) is one of the four elements of the marketing mix. Distribution is the process of making a product or service available for use or consumption by a consumer or business user, using direct means, or using indirect means with intermediaries.

The other three parts of the marketing mix are product, pricing, and promotion.
Buying and Selling On Foreign Markets
By: Angel Luis Novoa RICE

Learning Objectives

1.1 Different kinds of distribution and sales.
1.2 Specific roles in sales management
1.3 The company´s catalog.
1.4 How to satisfy international customers.
Why is it so tough to Sell Today?

1.- Thou Must Labor Each Day As If Thy Life Hung In The Balance.
2.- Thou Must Learn That With Patience Ye Can Control Thy Destiny.
3.- Thou Must Chart Thy Course With Care Or Ye Will Drift Forever.
4.- Thou Must Prepare For Darkness While Travelling In The Sunlight.
5.- Thou Must Smile In The Face Of Adversity Until It Surrenders.
6.- Thou Must Realize That Plans Are Only Dreams Without Action.
7.- Thou Must Sweep Cobwebs From Thy Mind Before They Imprison Thee.
8.- Thou Must Lighten Thy Load If Ye Would Reach Thy Destination.
9.-Thou Must Never Forget That It Is Always Later Than Ye Think.
10.- Thou Must Never Strive To Be Anything But Thyself.

Read more:

1.- Sales Experience Matters.

2.- Customers don´t want to see salespeople anymore.

3.- Communication Clutter is high an getting worse.

4.- The buying process is more complex.

5.- Three calls per day it´s the rule.

6.- Awareness Does Not Equal Behavior Anymore.

7.- The buying process Versus the sales cycle.

8.- Multiply channels and choices are more available.

Read more:
- Rules.
- Human Error.
- Power of the Spoken Word.
- Activity or productivity.
- Four Days to change.
- Baby steps.
- As habits are formed.
- Pretending started.
- Victims of the environment.
- What the mind can believe can create.
- The Human Mind (Operating Manual).
- The Power Of Mental Decree.
What´s the value of a salesperson to Buyers?
knowledgeable and capable
price / service / quality
availability / capable
Customers are obtaining
info via other methods.
We all are on sensory overload.
Yo may face a few other issues in your specific industry and market segment.
Awarenes does not drive behavior anymore.
There are more channels that
offer solutions to the buyer.
Multiple Channels of Distribution.
activity here.
Channels activity here.
Branding activity
International Sales Process
In Mexico.

Click the links!

Act of God!
Is a legal term for events outside of human control, such as sudden floods or other natural disasters, for which no one can be held responsible.
process, making changes on your
International Selling Phases
Pre Negotiation
Post negotiation
Business Steps
The most flexible and
extended time of this process.
It´s not easier to make important changes in strategies or objectives.
An opportunity to grow up, to get feedback, to innovate.
To dig for information, to study background of potential clients.
Closing business. Sing a contract.
Contact Phase.
We make formal
contact with customers or suppliers.
To build compliance. To
make trust.
Consolidation of specific process buying or selling
Creation of customer/client loyalty. .
Unitization activity
right here.
activity here.
Full transcript