Profile of an International Salesperson

Many companies send their salespersons to explore the international opportunities. Although sending salespersons to different foreign markets is a costly process, but it is still economical than establishing a full oper­ation in a foreign country. The salespersons in the international markets must have all the requisites of a successful salesperson in the domestic market.

Successful salespersons are result oriented and build a business with a long-term perspective, not just a sale which is a short-term perspective. They have high personal sales production and are excited about the com­pany and sales targets, and share an excellent relationship with their customers. But not all salespersons are successful even when they have same sales tools, the training, and propensity to work. The personalities of salespersons play a critical role in determining their success.

In addition to the traits of a good salesperson, international sales per­sons must have the additional attributes like the knowledge of one or more international languages, good product knowledge, adaptability to work in different countries, knowledge of different cultural perspectives, knowl­edge of host country business norms, good negotiation skills, business acumen to work effectively in the foreign markets, knowledge of foreign laws and regulations, and the ability to work effectively with people from different countries and work cultures.

Source: Richard R. Still, Edward W. Cundliff, Normal A. P Govoni, Sandeep Puri (2017), Sales and Distribution Management: Decisions, Strategies, and Cases, Pearson; Sixth edition.

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